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DISCOP 2012 REPORT 12 NOVEMBER 2012 DISCOP 2012 REPORT

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TABLE OF CONTENTS 3

a. EXecUtIVe SUMMaRY

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b. ObJectIVes

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c. KeY ActIVItIes

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1. LAUncH oF tHe CÔTE OUEST BrAnd

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2. IncreAsinG HUmAn resoUrce KnoWledGe And leArninG cApAcitY

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3. OptimisinG NetWorKinG

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4. EnHAncinG SAles OUtpUt

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5. Content ProcUrement

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D. PRoJect CRItIQUe

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E. Post-DIscop ACTIVITIES

Bernard AZRIA DISCOP 2012 REPORT

Mike DEARHAM

Leticia N’CHO 2


EXECUTIVE SUMMARY

A. EXECUTIVE SUMMARY It is our view and the view of most DISCOP buyers and sellers in attendance – that Côte Ouest dominated this years’ DISCOP event at all levels. We are pleased to report an astounding DISCOP victory that we can all be proud of. It can be safely asserted that we succeeded in effecting our overall mission ‘To be the world’s leading content destination and disseminator of high quality and compelling television content from the South’ and have performed well in meeting all stated DISCOP objectives as outlined in later section of this report. ‘WHEN BRAZIL MEETS AFRICA’ – was our overall DISCOP theme this year; this theme was chosen, given our historic relationship with TV Globo and our philosophy of promoting South-South relations. In as far as ‘cost-benefit’ is concerned, we spent around $100,000 on total organisational cost, and based on outcomes of sales meetings conducted during DISCOP, sales generated were $1,176,067. But success by its very nature is built on a process of team learning and thinking - and yes, there were several aspects of the pre/post DISCOP planning and implementation process that were ‘less than robust’ in terms of execution, we have taken note of these ‘imperfections’ and will activate measures to improve our internal capacity to perfect participation at future markets (refer later section dealing with critique).

“Clearly this DISCOP was the best ever for us in terms of image and networking. We have witnessed a positively exciting evolution of the DISCOP market over the past 7 editions. Côte Ouest has traditionally been a staunch supporter and eager participant to each DISCOP forum organised to date. The launch of the 7th DISCOP in South Africa was strategically important to us at Côte Ouest as this deliberate geographical venue-shift contained specific trade implications for the group, this given our strategic intent to expand our business to anglophone Africa and Diaspora at large. Accordingly, our collective Côte Ouest commitment, focus and dedication was aimed at ensuring a high profile Côte Ouest DISCOP 2012 presence, that perfectly resonated with the timing of the event and inclusive participation of DISCOP delegates principally drawn from Anglophone Africa and African Diaspora.” Mr. Bernard Azria

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DISCOP 2012 OBJECTIVES B. DISCOP 2012 OBJECTIVES 1. Effective launch of the CÔTE OUEST brand in English-speaking Africa In light of our recent entry into the English speaking market, DISCOP Africa 2012 provided the ideal opportunity to effectively profile CÔTE OUEST brand to all audio-visual stakeholders in Anglo-phone Africa. 2. Increasing human resource knowledge and learning capacity Our key asset is our PEOPLE as such our stated objective is to inspire and grow our staff. DISCOP provided a unique platform for staff learning and thinking. The experienced gained and knowledge obtained by staff from panel discussions and one to one engagements was positive. Our sales- team showed discipline and was overally impressive. 3. Network optimisation To nurture a winning network of customers and suppliers. Our network was enhanced by events like the dinner and cocktail. 4. Enhancing sales output Optimisation of Sales throughout the DISCOP market event. Meetings were organised with numerous existing clients and several new prospects. 5. Content procurement To acquire and distribute the very best content for and from Africa – a host of new content was identified during DISCOP, currently in the process of been assessed.

Sanston Convention Centre, Johannesburg

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KEY ACTIVITIES

C. KEY ACTIVITIES 1. LaUncH of tHe CÔTE OUEST BRanD Traditionally, CÔTE OUEST has enjoyed a strong presence in the French-speaking African market. With the recent appointment of our SVP Mike Dearham it was necessary for the group to put in place measures to introduce, ignite and reinforce CÔTE OUEST Brand in the English market. DISCOP Africa 2012 provided an ideal opportunity to effect this outcome. To this end we embarked on a multi-layered campaign to mark and launch CÔTE OUEST brand amongst stakeholders from English-speaking Africa. A full spectrum of activities were organised to promote the brand as detailed in the illustration below. Corporate Advertising

Public Relations

Product Advertising

Brand Launch

Networking

Panel Discussions

Branded Stand Design

Online Promotions

1.1 PUblIc RelatIons In our quest to ensure top of mind awareness of Côte Ouest Group in the global television sector – we deployed a public relation agency to engage press relation to give voice to our participation at and during DISCOP. Public Relations were developed on several fronts: these include (as per illustration below).

Press releases to Trade Media

Public Relations

Publicity Campaign

Press releases to Mass Media

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KEY ACTIVITIES

PRess Releases to TRaDe MeDIa We have a standing relationship with UK based PR agency – called Franklin Rae & Associates. This agency handled Côte Ouest global press campaign. As part of DISCOP press release generated, we drafted 2 key press statements for media release: • ‘CÔTE OUEST TO BRING THE LATIN FLAIR TO DISCOP AFRICA 2012’ - released Monday 29th October; • ‘CÔTE OUEST UNVEILS GLOBAL TV CONTENT AT DISCOP AFRICA 2012’ - released Wednesday 31st October. The release of these statements generated a fair degree of exposure for Côte Ouest in trade publications and on-line. Some examples of articles generated for Côte Ouest include the ff: DATE

PUBLICATION

CONTENT

2nd November 30th October 30th October 30th October 30th October 29th October 29th October 27th October 26th October 24th October

RapidTVNews.com C21 Media.net C21 Newsfeed Screenafrica.com Screen Africa Newsletter WorldScreen.com WorldScreen Newsflash Variety DISCOP Newsletter Screen Africa (DISCOP issue)

Côte Ouest collaborates with TV Globo (click here to read online) Brazilian producers head for Africa (click here to read online) Brazilian producers head for Africa Latin flair at DISCOP Africa (click here to read online) Latin flair at DISCOP Africa Globo to Bring Tais Araujo to DISCOP Africa (click here to read online) Globo to Bring Tais Araujo to DISCOP Africa Market surveys tube landscape (DISCOP Africa 2012) - Mike’s comments (click) Côte Ouest and TV Globo bring Brazillian TV Screen Goddess to South Africa The Potential for African content - authored comment piece by Mike

PRess Releases to Mass MeDIa We were very excited to host Ms Taís Araújo during DISCOP. Ms Taís Araújo played a leading role in several of TV Globo products that we distribute (e.g. Seize the Day, Shades of Sin and Snakes and Lizards). For a nominal fee we deployed South African based PR company (Expagency) expert in dealing with mass media, to handled local press in South Africa. We drafted a press release entitled ‘Cote Ouest and TV Globo bring Brazilian TV screen goddess to South Africa’ to cover coming DISCOP. Several news coveage of Tais was reported – these include:

• Good Morning Africa, in conjunction with Planet Radio TV interviewed Taís Araújo. • RTGA (Radio Tele Groupe L’Avenir), a television network company of the Democratic Republic of Congo, interviewed Taís Araújo. • Star Gist also covered Taís Araújo. Star Gist is popularly known as the continent’s very own answer to showbiz buzz, up-to-the-minute entertainment and trend news. • The New Age (Daily Newspaper) • TV Plus (TV Magazine) • Sunday Times (Sunday Newspaper)

Expagency also took charge of Ms Tais visit at our stand on the 31st October, organising photoshoots with selected TV buyers (22 photos taken - see next page).

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KEY ACTIVITIES

Photos of the following delegates were silver-framed and sent to them: Minkie THULO Clara NZIMA Bessie TUGWANA Che Che MAZOKA Patricia MONTEIRO Monica MONTEIRO Leandro ESTRELA Rachel DO VALLE Nelson SATO Biola ALABI Lee-Ann MAYIMELE Cornelis Groesbeek Peter SPAMER Deblina CHAKRABARTY Alex PESCHAK Thandi DAVIDS Jeremy NATHAN

Alet BENSCH Audrey OWUSU Nicolas McBRIDE Sibi COLE Desiree PILLAY Jacqueline CHUONG Guillaume DANARD Denise EPOTE Pierre JALLADEAU Sandra NELSON Rispa MUTHAMIA Ahmadou BAKAYOKE Jean Philippe KABORE Fabrice SAWEGNON Leila GHURBURRUN Deepak JAIN Glenn MASOKOANE

ABOUT TAIS ARAUJO Ms Taís Araújo, one of Brazil’s most wellknown actresses was born in Rio de Janeiro in 1978. She was discovered in a hair salon and became a model in 1994 and two years later started her career on the TV. Today she is the leading star of some of the most successful telenovelas from Globo TV. Several of the Brazilian telenovelas starring Taís have already been broadcasted on leading TV stations in South Africa and beyond.

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KEY ACTIVITIES

1.2 ADVeRtIsInG Corporate Advertising

Product Advertising Advertising

Branded Stand

Online Promotion

Marketing Materials Corporate & Product Advertising • Disbook Electronic Version A section called ‘First Look’ was created in DISBOOK to present new TV programs, in an editorial way, and included a video screen with links to watch the following trailers (8): Irrational Heart, Destiny River, Watercolors of Love, City of Men, Siri, Mooz-lum, Meet The Adebango’s, Black Hands. • Disbook Printed Version Two adverts were placed, one Corporate and one Product Advert A web-banner was placed in the Balancing Act website, under the latest news section. Branded Stand • The stand was branded with panels printed with the Côte Ouest logo and an attractive logo of our DISCOP theme - ‘Where Brazil meets Africa’ • Advertising at our stand, we focussed heavily on telenovela and African content

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KEY ACTIVITIES

MaRketInG MateRIals The following marketing materials were designed:

1 2 8 16 1500 2 4 200 400

Skywalk banner Entrance banners Pull up banners Flyers Côte Ouest Calendar (1000 sent to DISCOP) Loop DVD External Hard Drives Pen Drives Paper Holder (to be re-done)

OnlIne pRoMotIon • DISCOP page created on: www.coteouest.tv (with email signature) – Facebook • DISCOP trailers created on You Tube • DISCOP activities and content referenced on Twitter

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KEY ACTIVITIES

2.

IncReasInG HUMan ResoURce knoWleDGe anD leaRnInG capacItY

DISCOP proved to be a robust learning curve for all Côte Ouest staff in attendance in form of professional exposure, self-development and networking. Our overall goal during DISCOP was to position the company as Africa’s premier distributor of content for and from Africa. Our overall communication strategy was all inclusive and included a range of networking and knowledge building/sharing activities. A key aspect of staff learning was to be part of select industry panel discussions. DISCOP Panel Discussions During 3 days of DISCOP, 17 panel-discussions, were organized and structured to engage important topics such as: • Digital Migration to TV brands across Africa • Mobile Advantage to Format, • New business models for television in Africa within context of increasing demand of content made in Africa. In general, overall delegate attendance to these panel discussions was good compared to previous editions of DISCOP - we could feel a tangible interest and excitement from delegates compared to before. Key to achieving stated objectives (refer earlier section of the document), was to ensure professional participation in select panel discussions. PANEL 1 - “We Condemn Piracy” Since 1997, CÔTE OUEST has been combating Piracy practices in Africa. During this panel we shared our experiences and perspectives.

Bernard AZRIA

Panel mediator Peter MUTIE, CEO, KENYA FILM COMMISSION, and the guest speakers were Corne GULDENPFENNIG, CEO of the Southern African Federation Against Copyright Theft (SAFACT), Patty GENESTE, next acting president for FRAPA, and Bernard AZRIA, our CEO, they shared their thoughts on how to best face up to the challenges of piracy and to bring together broadcasters, content producers and distributors, legislators and law enforcement bodies to initiate ways to combat these violations. This panel was successful with good attendance. Our CEO made incisive comment on the topic and elevated Cote Ouest as a key pioneer in this area of activity.

Peter MUTIE

Patty GENESTE DISCOP 2012 REPORT

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KEY ACTIVITIES

PANEL 2 - “If Content is King, Telenovela Rules” Panel was co-sponsored by CÔTE OUEST & GLOBO TV - we were extremely pleased that Ms Biola Alabi, Managing Director MNET Africa, accepted our invitation as mediator. Her selection as moderator was not random, her presence allowed her to understand ‘first hand’, the importance and the role of telenovelas in responding to consumer demand and taste – outcome of her presence on the panel facilitated new partnership opportunity CÔTE OUEST and MNET –Africa. With regards TV GLOBO presence on the panel - it provided a perfect opportunity to better understand the African market and our clientele, and to hopefully take few comments back to better serve the African market. For CÔTE OUEST, participating in this panel was to impose and cement our position as the exclusive distributor and expert on telenovelas. Summary of key themes by our guest speakers included: a. “Conceptualizing the Historical, Industrial, Social and Cultural impact of Telenovelas”, by Mike Dearham, VP. b. “Analysis, Critique of Telenovela in Africa – Current and Future”, by Leticia N’Cho, General Manager of Abidjan Office. c. And finally, “Redefining TV Globo Production and Digital Engagement Strategy” by Daniel Djahjah, Vice President International Sales GLOBO TV. The audience to this panel was more than anticipated, reaching approximately 50 people, and many questions were asked at the end, showing the enthusiasm about this topic. A few questions are worth being transmitted here, for internal reflection and include:

What is GLOBO media strategy? How does it engage public services issues in its programming? What is the Future of Telenovelas? From Cinderella to multi narrative storyline, what topic will they now devise? Protection of the environment? Green Issues? Sustainable Development? Is it the future integration of constructed reality and/or documentary format into telenovela recipe? Is GLOBO ready to open up its format to the world?

Biola ALABI

The overriding conclusion that audiences gleaned from afore-mentioned panels – was that for “Content to be king” - we need - a) management and control of piracy b) content needs to be distributed effectively c) content must be paid for and not undervalued. If these 3 points are collectively respected content and indeed then telenovelas will reign supreme (and rule!)

Daniel DJAHJAH

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KEY ACTIVITIES

PANEL 3 – ‘Viva Brazil’ In keeping with our theme - WHEN BRAZIL MEETS AFRICA – we accepted invitation from the Brazilian Producers Association to participate on this panel – SVP Mike Dearham represented Côte Ouest on this panel. The mediator and speaker was Rachel do Valle, Executive Manager of Brazilian TV Producers Association, and the guest speakers were Monica Monteiro, Cinevideo Produções (Brazilian Producers), Michael Dearham, VP Côte Ouest (African distributor) and Neil Brand, Fireworx (African producers).

From Mike Dearham’s point of view, ‘whilst regional and bi-lateral co-production treaties are important mechanisms to catalyse new business partnerships between Brazil and Africa, there is much we can do in short term to lay the groundwork for such partnerships to ignite, evolve and grow’. From our side (Côte Ouest), we will continue to engage with independent producers from Brazil to explore content fit to suit our markets in Africa, and in this respect, we will soon be formalising agreement with a Brazilian producer for a range of new product. It is a great pity that this particular panel did not receive significant audience support, probably due of its scheduling time, being on the last day, at 2pm, but it also demonstrates that more awareness campaigns about the strategic and business values of south-south partnership should be organized. As a closing conclusion – to our participation on these 3 panels - CÔTE OUEST has done a sterling job in preparing for and delivering high standard of presentations:

• We successfully positioned ourself as an expert on specific issues, • We are perceived as a credible and professional entity; • We were approachable because each of our panelists took time to answers questions and were available for interaction afterwards. Rachel DO VALLE Monica MONTEIRO • Another vital aspect of CÔTE OUEST participation is that it has enabled our representatives to strengthen their bond with other panelists and more importantly TV Globo and also to develop new business relationships. We sent a Côte Ouest representative to attend 3 other panels: PANEL 1: “JOIN THE DIGITAL REVOLUTION WITH EUTELSAT: NEW OPPORTUNITIES IN THE DHT, DTT AND TRIPLE PLAY SERVICES”. EUTELSAT has positioned himself to serve the African market by developing opportunities in terms of terrestrial platforms for broadcasting, broadband and telecom, and by promoting continuous investment to serve clients and expand satellite based applications.

PANEL 2: “CREATING AND EXPORTING FRANCOPHONE TV CONTENT PRODUCED IN AFRICA/ PART 2”. This panel was specifically aimed at francophone Africa’s public and commercial; TV stations. It explores the cultural issues as well the obstacles to the development of content project in Africa, tackling also the language barriers problems and the development of dubbing to counteract these problems. PANEL 3: “JOBURG, YOUR GATEWAY TO AFRICA” Johannesburg and its area is the best place to work for African and foreign film and TV producers thanks to its infrastructure, technology, connectivity and government help to promote the activity. It’s also a cheaper alternative to Europe & US for production and coproduction due to its geographic location and to the local government initiatives.

Note that the outcome of these panels will be further elaborated in an upcoming newsletter with particular emphasis on panel 2 which deals with CREATING AND EXPORTING FRANCOPHONE TV CONTENT PRODUCED IN AFRICA/ PART 2.

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KEY ACTIVITIES

3. NetWoRk OptIMIsatIon Dinner

NETWORKING -BRAZIL MEETS AFRICA-

Panel Discussions

Formal Sales Meeting Cocktail Party

WHEN BRAZIL MEETS AFRICA – THe Concept The themes ‘When Brazil meets Africa’ and ‘Where Brazil meets Africa’ were created to mark the Brazilian-African collaboration between CÔTE OUEST and Globo TV and was inspired by the need to promote improve SouthSouth relations. The theme ‘When Brazil meets Africa’ permeated all of our activities during DISCOP. To further illustrate, a logo was created and used at our stand, panel discussions, dinner and cocktail party as well as on our marketing materials. THe DInneR Organised on the evening of 30th October 2012, we played host to several senior TV dignitaries in the TV sector (56 dignitaries in attendance). Our special guest was Ms Taís Araújo as well as presence of representatives from SA government and Brazilian Embassy. Photographs of delegates were taken with Taís Araújo during the dinner. The dinner was an overall success. A highly charged MC, good speeches, fine food and appropriate music and entertainment. (Formal speeches were delivered by Bernard AZRIA, Mike DEARHAM, Daniel DJAHJAH and Glenn MASOKOANE. Access to copies of the speeches of Bernard, Mike and Daniel could be made available on request.) To mark the event a special gift ‘compass’ was given to the guests not only as a souvenir, but also to re-emphasis our theme of ‘When Brazil meets Africa’.

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KEY ACTIVITIES

Some comments about the dinner “Thank you, we had an amazing time at the event which was done so beautifully.” - Ms. Desiree Pillay (MultiChoice) “Thank you for the lovely evening, and I’m the one who felt privileged to meet some of the Brazilian producers, what a creative bunch!! They were my highlight for Discop.” - Ms. Clara Nzima (SABC) “Thank you very much for the wonderful hospitality at DISCOP and congratulations yet again on your impressive success and growth as a company; as friends and well-wishers we’re very happy for you!” - Ms. Deblina Chakrabarty (MGM) Cocktail Party Our cocktail party was held in 2nd day of DISCOP – we hosted over 70 persons, good food, drink and music. The event was an overwhelming success and significantly bolstered our networking strategy.

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KEY ACTIVITIES

4. EnHancInG Sales OUtpUt The 7th Edition of the DISCOP AFRICA Market was the ideal one stop shop to meet with PAN-AFRICAN Buyers and Sellers. The 3-day event witnessed participation of 286 exhibiting sellers representing overseas and African sellers of popular and high quality film, series, animation, comedy show, formats, sports contents documentaries, educational programming as well as distributors of thematic channels. Confirmed DISCOP AFRICA delegate participation was pegged at 1,150 qualified walk-in delegates – which for purposes of this report can be grouped into four main categories:

No. of Attendees by Category 1. Buyers included a large number of Diaspora channels from UK, Haiti, and Indian Ocean Islands among others. 2. African and overseas content Producers who participated were eager to learn more about innovative content production styles, accessible funding sources and new content distribution models; 3. Visitors representing peripheral, content-driven sectors of activity such as advertising, entertainment branding, sports, merchandising and licensing, media buying, audience measurements, subscribers management, direct marketing, and creative and financial services – also attended.

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500 453 400 300

274

286

200 157 100 0 Visitors Producers Sellers Buyers

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KEY ACTIVITIES

4.1 COTE OUEST SALES TEAM AT DISCOP AFRICA We assembled a powerful sales force comprising of the following personnel from French and English Team on attendance: Côte Ouest DISCOP Sales Team

Bernard AZRIA CEO

Mike DEARHAM SVP

Leticia N’CHO General Manager

Jean Victor AYITE Regional Sales Manager

Enya BEKONDO Regional Sales Manager

Vanessa OBEEGADOO Sales Executive

Cynthia BRUTUS Sales Coordinator

4.2 PRE-DISCOP SALES PREPARATION An intensive Pre-DISCOP Meeting was organized among the Cote Ouest Team on the 30th October to reinforce the sales strategy for each client. An in-depth review of the pitching strategy by client focusing on the flagship products to be promoted, determined the success of DISCOP. We went about putting in place required steps to prepare for the meetings with clients – such steps included: Identify your product’s features and benefits Define your target and setting out meeting

Look at your competition

Preparing Sales tools and presentations

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KEY ACTIVITIES

4.3 PRODUCTS • STUDIO • AFRICAN • TELENOVELAS

In keeping with Côte Ouest 3 product pillars - both French and English sales team prepared specific content sales strategies aimed at effective sales engagement of clients. Among the leading flagship programs that were actively promoted during the DISCOP were the following among others to name only a few.

4.3.1 FLAGSHIP PRODUCTS

A concise target strategy where the sales personnel would pitch specific programs to each client was developed and implemented throughout all meetings.

4.4 COMPETITION 274 sellers were present at the DISCOP among which direct competitors like CARACOL & TELEMUNDO immediate direct suppliers of telenovelas, African program sellers, Chinese and Philipino program suppliers.

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KEY ACTIVITIES

SUMMARY OF BUYERS MEETINGS 286 Buyers attended DISCOP. An average of 3 persons represented each registered buying entity – this translates to a buyer representation of 95 companies. Côte Ouest Sales team conducted formal meetings with 73 companies. We estimate that a further 15 companies were engaged informally. This translates to an overally meeting success rate of 93%.

7% Clients met 93%

No meetings set

From the English perspective, 73 companies were met for meetings among which main African Channels more notably: MNET, MULTICHOICE, FOX, SABC, WANANCHI, NATION TV, VIASAT, STRONG TECHNOLOGIES, STARTIMES and Diaspora Channels like AFRICA Channel, VOX Africa, and IFACTORY/OHTV. Interest and excitement from Buyers was palpable as regard to the product presented. Screening materials and other communication support were largely requested by buyers. The market was obviously a perfectly designed platform for profiling of Côte Ouest Audiovisuel Group as Africa’s one stop shop for the best content for African TV Channels. This was demonstrated by the high sales projection outcome and as well as actual deals concluded during DISCOP (refers later section). SALES TOOLS In addition to the impressive Stand Design that was developed, an arsenal of promotional materials was used on the stand to present CÔTE OUEST AUDIOVISUEL Content. Selling tools included: • 1500 Flyers (70% utilized) • 120 USB Key (80% utilized) - with presentation of Catalogue & Trailers • Select Presentation Files • Screening Materials stored on Flash Disk and Hard Drive • Loop DVDs SALES DURING AND FOLLOWING DISCOP As previously indicated, the overall sales outcome during DISCOP is quantified at $1,176,067 and the strategic significance is envisaged in SA at a total of $3,235,000 during the next financial year.

$1,176,067

DISCOP SALES SA SALES PROJECTION

$3,235,000 $0

DISCOP 2012 REPORT

$1,000,000

$2,000,000

$3,000,000

$4,000,000

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KEY ACTIVITIES

5.

Content PRocUReMent

One of the results of our successful networking was in new product acquisition. A wide collection of African content was acquired, namely: • African drama and comedy series from Kenya, Nigeria and more, together from the diaspora in UK • African feature films from Congo, Ghana, South Africa, and the African diaspora • African documentaries from South Africa, African diaspora from the US • Special interest documentaries, African cultural, history and lifestyle content

D. PROJECT CRITIQUE PROBLEM

SOLUTION 1. HUMAN RESOURCE

Learning was not optimised regarding all knowledge building forums

Staff knowledge building plan should be part of future market preperation 2. NETWORKING

Networking opportunities were not optimised

Better planning to take advantage of all networking opportunities offered during DISCOP - deployment strategy. Home-base of Côte Ouest operations should be best selected - accomodation choice

For events we organised - Côte Ouest team tended to cluster amongst themselves - this disallowed wider networking possibilities

Staff training sessions to better understand networking

Lack of concerted producer engagement

Côte Ouest should organises forums/panels/events to target specifically producers

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PROJECT CRITIQUE

PROBLEM

SOLUTION 2.1 DINNER

Event flow could have been tighter

Better briefing of MC, we lost time, started speeches too late - people left before vote of thanks

Seating plan could be improved

Better planning needed

The dinner was formal and confined to tables and Organise a less formal dinner with activities that would thus prevented a wider networking allow for greater mingling in and between tables 2.2 COCKTAIL Low Networking capability of sales staff

Staff training sessions to better understand networking 2.3 PANEL DISCUSSIONS

We did not optmise our presence at other panel discussions

Need deployment strategy - as well as middle management/sales rep intellectual preparedness on key issues

2.4 OTHER EVENTS We were not present at other key launches/ parties

Better planning and deployment strategy

3. SALES TEAM and PROCESS In certain circustances sales pitching could have been improved

Pitching training for sales team

Lack of meeting confirmation strategy to avoid no-shows

Meeting confirmation must be a concerted effort - not solely left to sales person

C么te Ouest receptionist were not procative and knowlegable to recognise and retain high profit clients coming to our stand

Lack of training, industry and client knowledge and motivation

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PROJECT CRITIQUE

PROBLEM

SOLUTION 4. MARKETING MATERIALS and PLACEMENT

Conceptual design

Better planning, better internal capacity by Comm Dept.

Mediocre printing quality

Printing must be done in Paris, Mauritius technical printing capacity low

Banner placements minimal impact

We need to double our banner volume and enhance our design ability

Problem to access flyers whilst in meeting

Greater accesibility and replenishment methods - dedicated person

5. Content Procurement Not all producers were met

HR support needed to cover/meet all product sources 6. Overall Communication Impact

PR coverage mediocre

Better planning, internal writing skills - proper planning increased DISCOP sensitivity to PR needs of high priority clients State of the art powerpoint format and delivery techniques

Panels

Higher level of presnce and participation to cover at least 1/3 of all panels

Sales Engagement Meetings

Pitching skills must be improved

Banners and Adverts

We need wow concepts - creative concepts needs better research

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POST-DISCOP ACTIVITIES

E. POST-DISCOP ACTIVITIES • The mail out of silver framed photographs of delegates taken with Taís Araújo • Panel discussion outcomes sent internally to staff (English and French version) • Photographs placed to Côte Ouest website and Facebook • Aggressive closure of all sales deals • Plan of action design based on critique • Announcement to press of post-DISCOP results • Closure of all content acquisition deals

From left to right: Felipe BOCLIN, Cynthia BRUTUS, Vanessa OBEEGADOO, Mike DEARHAM, Taís Araújo, Bernard AZRIA, Leticia, N’CHO, Rodrigo VILELA, Daniel DJAHJAH

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DISCOP 2012 Report