ELKOS GROUP
WWW.ELKOSGROUP.COM | TEL: +381 38 460 1040 | MOB: +386 49 772 138
COMPANY PRESENTATION• ELKOS GROUP was founded in 1990 as a wholesaler by the present
owner Ramiz Kelmendi.
• 1999 after the war we started the reconstruction of the wholesale
network overall Kosovo.
• 2003 the distribution network was build to cover the overall territory of
Kosovo.
• In the mean time we signed exclusivity contracts for distribution for the
international (global players) and regional known brands like MASTER
FOODS, KRAFT FOODS, FERRERO, HENKEL, PFANNER, CAMPINA,
DANNONE; PODRAVKA, BAMBI.
• In 2005 starts the foundation of the Retail Chain ETC (ELKOS
TRADING CENTER).
• Since 2011 ELKOS operates new branch within the retail channel: a
mega DIY-Store of 15'000sqm.
• In 2012 we begin the expandation abroad.
WWW.ELKOSGROUP.COM | TEL: +381 38 460 1040 | MOB: +386 49 772 138
FINANCIAL FIGURES
WWW.ELKOSGROUP.COM | TEL: +381 38 460 1040 | MOB: +386 49 772 138
137
151
173
201
227 235
248
5 6 8 11 12 13 14
-
50
100
150
200
250
300
2008 2009 2010 2011 2012 2013 2014
Turnover and EBITDA (Mio. EUR)
FINANCIAL STATMENTELKOS GROUP has been audited since 2011 from Deloitte.
WWW.ELKOSGROUP.COM | TEL: +381 38 460 1040 | MOB: +386 49 772 138
BANK REFERENCE
WWW.ELKOSGROUP.COM | TEL: +381 38 460 1040 | MOB: +386 49 772 138
LEGAL COMPLIANCEThere is only one legal action pending
(see attached document).
WWW.ELKOSGROUP.COM | TEL: +381 38 460 1040 | MOB: +386 49 772 138
STAFF
WWW.ELKOSGROUP.COM | TEL: +381 38 460 1040 | MOB: +386 49 772 138
FULL TIME
• 1.819
PART TIME
• 524
TOTAL
• 2.343
DISTRIBUTION
• 298
TIMELINE OF OPENINGS - FMCGNR LDP OPENING
1 PEJA 1990/1999*
2 PRISHTINA 1997/2001*
3 GJAKOVA 2000
4 FERIZAJ 2001
5 PRIZRENI 2003
6 MITROVICA 2003
7 GJILANI 2003
* Re-opening after the war 1999.
WWW.ELKOSGROUP.COM | TEL: +381 38 460 1040 | MOB: +386 49 772 138
ORGANISATIONAL SET UPWe operate all over the Kosovo market
• Region 1 – PRISTINA Region 2 – PEJE
• Region 3 – PRIZREN Region 4 – GJAKOVA
• Region 5 – FERIZAJ Region 6 – GJILANI
• Region 7 – MITROVICA
Distributed categories:
• Confectionary
• Dairy
• Hygienic
• Spirits & Beverages
Currently we distribute more than 1.600 SKUs. So we plan to distribute BAT
brands in the whole Kosovo market.
WWW.ELKOSGROUP.COM | TEL: +381 38 460 1040 | MOB: +386 49 772 138
TIMELINE OF OPENINGS - RETAIL
WWW.ELKOSGROUP.COM | TEL: +381 38 460 1040 | MOB: +386 49 772 138
NR STORES OPENING SQM
1 PEJA 24.09.2005 6.683
2 PRIZRENI 25.12.2005 6.199
3 FERIZAJI 17.07.2006 4.400
4 PRISHTINA 21.12.2006 10.754
5 KLINA 09.12.2007 1.421
6 VITIA 01.02.2008 1.375
7 KAMENICA 26.08.2008 1.467
8 ISTOGU 14.07.2008 1.653
9 RAHOVECI 25.09.2008 1.795
10 VUSHTRIA 24.12.2008 3.429
11 GJAKOVA 28.10.2009 4.725
12 LIPJANI 02.11.2009 2.895
13 PODUJEVA 29.01.2010 4.500
14 GJILANI 09.07.2010 7.300
15 MITROVICË 23.12.2011 6.000
16 GJILAN 2 ( AGMIA ) 26.05.2012 2.700
17 GRAQANICE 01.06.2012 2.250
18 FIER 28.12.2012 7.900
19 JUNIK 01.07.2012 800
20 PEJA 2 01.12.2013 3.500
FURTHER GROWTH
WWW.ELKOSGROUP.COM | TEL: +381 38 460 1040 | MOB: +386 49 772 138
14 x ETC
16x ETC
3.2
2.1
2.4
0.6
6 x ETC
LEGAL STRUCTURE
WWW.ELKOSGROUP.COM | TEL: +381 38 460 1040 | MOB: +386 49 772 138
Ramiz Kelmendi
ELKOS SH.P.K.
(KS, Peje)
FAMIPA SH.P.K.
(KS, Pristine)
ELKOS SH.P.K.
(AL, Tirana)
ELKOS D.O.O.
(MNE, Rozaje)
ELKOS GROUP SH.P.K.
EKSPORT-IMPORT
(MK, Skopje)
100% 100% 100% 88%
ORGANISATIONAL CHART
WWW.ELKOSGROUP.COM | TEL: +381 38 460 1040 | MOB: +386 49 772 138
HQ – PEJA
Ramiz Kelmendi (Owner)
SUPPLY DEP
Import Department – FMCG
Import Department – Non- Food
Domestic Suply
RETAIL
ETC
ELKOScenter
SALES DEP
LDP
DSS
INHOUSE SERVICES
FINANCE
HR
MARKETING
PROJECT & CONSTRACTION
LOGISTIIC
IT
INDUSTRY
FAMIPA
PLASTIC
FOOD PROCESSING
Tobacco Distribution
Vice President
Servete Abazi
ORGANISATION - UNITS
WWW.ELKOSGROUP.COM | TEL: +381 38 460 1040 | MOB: +386 49 772 138
ELKOS SH.P.K.
ELKOS PROJEKT & CONSTRUCTION
(5)
ELKOS INDUSTRI (48)
ELKOS FAMIPA (11)
ELKOS EAST (34) IMPORT DEP. (48)ELKOS IMPORT &
DISTRIBUTION FMCG (537)
CENTRAL WAREHOUSE
(115)
ELKOS 1 –PRISHTINE (54)
ELKOS 2 – PEJE (41)
ELKOS 3 –FERIZAJ (28)
ELKOS 4 - GJILAN (15)
E LKOS 5 –MITROVICE (18)
ELKOS 6 –PRIZREN (27)
ELKOS 7 –GJAKOVE (3)
ELKOS DOMESTIC PURCHASE (64)
ELKOScenter (88) ETC RETAIL (988)
ETC A
PRISHTI NA (171)
PEJE (146)
G JAKOVE (109)
FERIZAJ (123)
PRIZREN (132)
GJILAN (119)
MITROVICE (100)
ETC B
PODUJEVE (62)
VUSHTRI (59)
LIPJAN (56)
PEJA 2 (57)
PRISHTINA 2 (74)
RAHOVECI (57)
ETC C
VITI (38)
KAMENCIE (35)
GRAQANICE (27)
ISTOG (34)
KLINE (36)
JUNIK (9)
ELKOS AGRAR (12)
EXECUTIVE SUMMARY1) Why to chose us as a preferred distributor?
• Geographical positioning
• 90% market coverage (DSS)
• Successful long-term relationship with international known brands
• Efficiency and economics of scale
• Long experience in distribution and retail
• 18% of market share with our retail chain
• Close relationship with clients
• Strong financial basis of the company
2) Our difference from other competitors
• Geographical position of our distribution centers which enables us to reach our client within a
radius of 40 km (we can reach our client in max. 30 min.)
• MT delivery within 12 hours
• Experienced staff in distribution
• The largest retail chain in Kosovo
3) Our primary area of industry expertise
Distribution/FMCG
WWW.ELKOSGROUP.COM | TEL: +381 38 460 1040 | MOB: +386 49 772 138
COMPETITION
TOP 3 competitors
BUCAJ
MIGROS
MARKETING DISTRIBUTION
WWW.ELKOSGROUP.COM | TEL: +381 38 460 1040 | MOB: +386 49 772 138
EXPERIENCE & QUALIFICATION• Since 2001 we are exclusive distributor for FMCG:
WWW.ELKOSGROUP.COM | TEL: +381 38 460 1040 | MOB: +386 49 772 138
COMPANY SINCE COMPANY SINCE
MARS FOODS 2003 FERRERO 2004
PAMI 2000 IPSA 2001
MIRATO 2012 CAMPINA 2001
HENKEL 2006 PFANNER 2001
PLANTAZE 2003 LORENZO 2006
KRAFT FOODS 2004 DIGO 2009
DANNONE 2010 STOCK 2005
DRENIK 2005 BADEL 2004
PIVKA 2003 MANNER 2006
PODRAVKA 2005 BAMBI 2004
EXPERIENCECurrent Client Base: 2.319
WWW.ELKOSGROUP.COM | TEL: +381 38 460 1040 | MOB: +386 49 772 138
Cat
ego
ry
Pej
a
Pri
stin
e
Pri
zere
ni
Feri
zaji
Gjil
ani
Mit
rovi
ca
Key
Acc
ou
nts
Tota
l
A 24 59 19 28 9 36 51 226
B 35 42 30 30 13 10 109 269
C 250 421 219 258 89 190 27 1.454
PS 75 75 90 63 30 37 370
Total 384 597 358 379 141 273 187 2.319
Region
CONTACTS OF TOP 3 CLIENTSNAME SURNAME COMPANY JOB TITLE PHONE MAIL
BEKIM BEQIRI MARS FOODS COUNTRY MANAGER
+389 70 260 660 [email protected]
EMMANUEL DETURENNE FERRERO COUNTRY MANAGER
+385 98 233 754 [email protected]
VLADIMIR SCEKIC KRAFT FOODS COUNTRY MANAGER
+381 69 353 0821
WWW.ELKOSGROUP.COM | TEL: +381 38 460 1040 | MOB: +386 49 772 138
ROUTE TO THE MARKET
WWW.ELKOSGROUP.COM | TEL: +381 38 460 1040 | MOB: +386 49 772 138
Modern Trade
ELKOS Distribution
ELKOS LDP
Traditional Trade
Indirect supply
Direct supply
Sales Force
ELKOS Sales force
LDP PRISHTINË
LDP PEJË
LDP FERIZAJ
LDP GJILAN
LDP MITROVICË
LDP PRIZREN
WHOLESALERS
Petrol Stations
PROPOSAL MODEL FOR HQ EXECUTION
WWW.ELKOSGROUP.COM | TEL: +381 38 460 1040 | MOB: +386 49 772 138
Brand Manager
Peja
A – 24, B-35, C -250 , P.S -75
Sales Rep 1
Sales Rep 2
Sales Rep 3
Sales Rep 4
Pristine
A – 59,B-42, C-421 ,P.S 75
Sales Rep 1
Sales rep 2
Sales rep 3
Sales rep 4
Sales rep 5
Sales rep 6
Prizereni
A – 19, B -30 ,C-219 ,P.S 90
Sales Rep 1
Sales Rep 2
Sales Rep 3
Sales rep 4
Sales rep 5
Ferizaji
A-28,B-30,C-258, P.s -63
Sales rep 1
Sales Rep 2
Sales Rep 3
Sales Rep 4
Gjilani
A- 9 ,B-13,C-89 P.s 30
Sales rep 1
Sales Rep 2
Mitrovica
A-36,B-10,C-190,P.s 37
Sales rep 1
Sales rep 2
Sales Rep 3
MT Supervisor
A-51,B-109, C-27
Sales Rep 1
Sales Rep 2
Sales rep 3
Sales rep 4
ETC Key Account manager
A Cat - 6 POS
B Cat – 6 POS
C Cat – 6 POS
Supplier TT Supervisor (6)
EMPLOYEE RECRUITMENT CYCLE
WWW.ELKOSGROUP.COM | TEL: +381 38 460 1040 | MOB: +386 49 772 138
Planning/ Decision
Job announcement
Selection of applicaitons
Written exam
Short list/ Interview
Selection of successful candidate
Job offer
Agreement preparation
Sign the agreement
Training &performance
evaluaiton
JOB DESCRIPTION – BRAND MANAGER• Develops brand standards and usage guidelines;
• Tracks consumer and market insights by reviewing metrics such as
sales volume, market share, profit projections, pricing and distribution,
and by conducting consumer research;
• Coaches the team and get the best from everyone;
• Writes reports, specifications and creative briefs;
• Other duties and responsibilities according to the job title;
WWW.ELKOSGROUP.COM | TEL: +381 38 460 1040 | MOB: +386 49 772 138
SYSTEMS AND PROCESSES• Elkos Computer system Consist of a number of Windows Servers.
• The Database are managed in Widows server environment with SQL
databases.
• The Elkos Network is Through VPN (Virtual Private Network). The
network is reachable only within Elkos-group Environment. Every
access is through a combination of accessing address control, login and
password.
• All the Network and database are secured via standard security
procedures.
• The reporting language used is in Albanian and English. Any other
language can be use as stated necessary.
• The suppliers details are reachable only in the Wholesale, Customs
import/export and Financial database.
WWW.ELKOSGROUP.COM | TEL: +381 38 460 1040 | MOB: +386 49 772 138
SYSTEMS AND PROCESSESAll data in the databases are secured in the following form:
• Data Access can be ensured from only the Elkos-group network
• Specific data accessing are conditioned by
• Specific Role privileges that a user has (manager, divisionar, …)
• Individual user within that role
• Individual password of the specific user
• All the data changes are preserved in special log files
Security in Elkos Group has been matter of international control by the
Deloitte auditors
Security Policies as follows
• Level of IPKO network
• Access to the network only from within the company
• Division of Intranet network Internet network (VPN)
• The use of the data base and applications access only through
WWW.ELKOSGROUP.COM | TEL: +381 38 460 1040 | MOB: +386 49 772 138
SYSTEMS AND PROCESSESPhysical network addresses
• Non-usage of descriptive form of access to bases and applications
• Role, User, Password usage of data access
In case of WIFI
• limitation of physical width distribution
• Password protection
In the case of Handheld computers
• Limitation of physical width distribution
• Role, User, Password usage of data access
• Protection Through the equipment physical address (MAC address)
• Authorization - access to bases and separate applications based on role
(the workplace)
WWW.ELKOSGROUP.COM | TEL: +381 38 460 1040 | MOB: +386 49 772 138
Thank you for your
attention!