Oliver's Weblog

EXPERTISE

Oliver Grave — Sun, 22 Mar 2009 21:00:34 +0000

EXPANSION – global acquisition of gaming projects, start-up of lottery / betting operations in Africa, Asia and South America – Global Lottery Operator

DEVELOPMENT – implementation of marketing / sales concept for new product lines – successful preparation of trading partners in America, Asia and Europe – Binca Group 2006/7

START-UP – definition of European marketing and sales concept for introduction of new consumer products – successful product launch with leading European retail / grocery chains – Phillips Foods 2004/6

SET-UP – preparation of business plan and product development – design of sales concept and acquisition of key accounts – successful installation of technical and administrative infrastructure – Phone 24, 2003/4

IMPROVEMENT – reform of sales and product management – successful implementation across various European market territories – Vectone 2002/3

INNOVATION – development of new product category in line with progressive brand and trade marketing / sales concept – successful launch with leading national retail / grocery chains – Shamrock 1998-2002

BIOGRAPHY

Oliver Grave — Sun, 22 Mar 2009 20:00:00 +0000

“My career started in 1982 at the “Basisresearch Institute” (WPP Group). After 6 years working experience in leading marketing consultancies, I gained 10 years operational know-how – managing a retail and food service network – incl. negotiation of advanced buying conditions and development of progressive CRM in line with direct marketing concepts.

In 1997 I joined “Harrods” to further my consumer goods expertise within a prestigious retail organization. In 1998, a market-leading food distributor “Shamrock” invited me to develop a new category of fresh, pre-packed, value-added food products for leading national retail / grocery networks – I increased revenue and profit, played a key role in sourcing / purchasing and managed international trade relations. In 2002/3 I organized two interim projects for telecom operators, with responsibility for carrier interconnections, pre-paid voucher card concepts and call-shop services.

In 2004 “Phillips Foods” asked me, to lead their European Business Development – I established (from scratch) a distribution network for chilled and frozen food specialties in Austria, Benelux, France, Germany, Italy, Scandinavia, Spain and Switzerland. In 2006/7 I developed new customer relations for “Binca Group” a specialized supplier of organic and natural aquaculture products from Vietnam.

Following my interest to explore business opportunities in emerging markets, I joined a GLOBAL LOTTERY OPERATOR – coaching and controlling various Lottery and Sports Betting Companies in Africa – Angola, Kenya, Malawi, Tanzania, Zambia, Asia – Cambodia, Hong Kong, India, Laos, Philippines, Singapore, Thailand, Vietnam and South America – Suriname.”

GLOBAL LOTTERY OPERATOR

Oliver Grave — Tue, 01 Jan 2008 00:00:08 +0000

GAMING / LOTTERIES & BETTING (B2B2C) – Development of business partnerships and government relations for gaming licenses, in Africa, Asia and South America.

Set-up of sales / distribution networks – in emerging markets – for gaming products with individual vendors and retail / wholesale, grocery, banking, telecom, postal and utility operations (e.g. Metro Cash, ShopRite, Spar Supermarkets, Millicom / Tigo, MTN, Zain / Celtel Telecom).

Management of global brand marketing (4Ps), national media campaigns, public relations, promotion programs, on-line / off-line (direct) marketing, allocation and installation of Leisure / Gaming Centres, design and implementation of merchandising concepts).

Product Development in line with electronic retail system (incl. E-Commerce / VAS Value-Added-Service).

FRIEND OF THE SEA

Oliver Grave — Thu, 08 Nov 2007 19:59:00 +0000

Oliver supports FRIEND OF THE SEA – an environmental agency offering certification concepts for sustainable fisheries and natural aquaculture – promoting eco-friendly seafood products, to protect natural resources.

BINCA Group 2006/7

Oliver Grave — Thu, 08 Nov 2007 19:55:00 +0000

AQUACULTURE (B2B2C) – Development of global sales and distribution network – in Europe, America and Asia – for organic & naturally farmed seafood products – targeting grocery, retail, wholesale and food service prospects. Organisation of Direct Marketing and Trade Expositions – preparation and implementation of regional distribution partnerships – arrangement of joint business plan/s. New Product Development for value added – organic and natural food specialties. Introduction, presentation and sales of advanced (fully traceable) product qualities and innovative food products.

PHILLIPS Foods Inc. 2004/6

Oliver Grave — Thu, 08 Nov 2007 19:50:00 +0000

FISHERIE (B2B2C) – Developed (from scratch) European sales / distribution network for seafood products and ethnic food specialities in Austria, Benelux, France, Germany, Italy, Scandinavia, Spain and Switzerland (generating € 2 million turnover, within 18 months). Managed European import logistic (incl. adaptation of U.S. food product formats to EU standards).

PHONE 24 AG 2003/4

Oliver Grave — Thu, 08 Nov 2007 19:30:00 +0000

TELECOMMUNICATION (B2B2C) – Identified business opportunities for telecom services in different market channels (call shops, prepaid calling cards, carrier-to-carrier business). Developed and implemented business plan – installed technical equipment in line with operational management of telecom services (procurement and administration of carrier services). Opened new business accounts with: call-shop-groups, calling-card-resellers and telecom-carriers.

VECTONE Europe Ltd. 2002/3

Oliver Grave — Thu, 08 Nov 2007 19:00:00 +0000

TELECOMMUNICATION (B2B2C) – Moderated business objectives between HQ in London, regional European Sales Offices and Key Accounts: increased turnover within the assigned territories by 25 % – from € 3 to € 4 million / month. Improved Sales performance of Standard Products and implemented customer requirement for customised Product Development – designed new product applications – advised credit / payment terms and managed efficient credit control.

SHAMROCK 1998/2002

Oliver Grave — Thu, 08 Nov 2007 18:45:00 +0000

TRADE & DISTRIBUTION (B2B2C) – Developed new Category of fresh / chilled, pre-packed (MAP), seafood products. Designed progressive Brand / Trade Marketing Concepts (in line with shop-in-shop / concessionary system – incl. logistic / distribution services). Managed acquisition of leading retail accounts (Edeka, Rewe, Wal-Mart,…). Increased turnover by 100 % and improved financial performance (operating margin, from 10 to 15 % – EBITA).

HARRODS 1997/98

Oliver Grave — Thu, 08 Nov 2007 18:00:00 +0000

RETAIL (B2C) – Joined “Harrods” to gain further experience about the interaction of retail and foodservice concepts. Demonstrated excellent customer service, with sophisticated consumers of luxury merchandise, in the famous Food Halls.

WEINGEWÖLBE 1988/97

Oliver Grave — Thu, 08 Nov 2007 17:45:00 +0000

RETAIL (B2C / B2B) - Managed retail chain and foodservice operations, with 300 employees, catering up to 5,000 customers per day. Developed cross functional price system, between off trade (retail) and on trade (food service) units (transparent restaurant service fee on top of retail price). Reduced procurement costs through advanced payment terms (supplier credits) and turnover related buying conditions. Motivated and implemented innovative Direct Marketing and CRM concepts – maintained leading market position, among most recognised wine-merchants in the region and delivered excellent annual growth rates.

BERATUNGSSOZIETÄT 1986/88

Oliver Grave — Thu, 08 Nov 2007 17:30:00 +0000

MARKETING SERVICES (B2B) – Managed Market Research and Benchmarking Studies – developed Sales and Marketing Concepts (below-the-line) – organised Sport Sponsoring, Event Marketing, Promotions, Product Demonstrations, Expositions, Press Conferences – co-ordinated, produced and purchased: display and POS materials – printed information (newsletters, brochures, catalogues …) – supervised art work and technical execution of multimedia projects.

KG PUBLIC RELATIONS 1984/86

Oliver Grave — Thu, 08 Nov 2007 17:15:00 +0000

PUBLIC RELATIONS (B2B) – Executing Copywriting of Information Materials: Press Publications; In-House / Customer Magazines. Organised PR events – Produced (and purchased) design for radio / television commercials and print.

HMS CARAT 1984

Oliver Grave — Thu, 08 Nov 2007 17:00:00 +0000

MEDIA SERVICES (B2B) – Trained strategic planning of national / international (communication) media concepts – pre-selection and calculation of contact-quality, contact-volume and contact-price – analysis of efficient media mix (print / radio / TV).

BASISRESEARCH INSTITUTE / WPP GROUP 1982/83

Oliver Grave — Thu, 08 Nov 2007 16:45:00 +0000

MARKET RESEARCH (B2B) – Arranged and executed interviews (explorations) with opinion leaders (Industrialists, Management Executives, Medical Doctors …) and consumers – to obtain customer / consumer insight – for leading automotive, FMCG and pharmaceutical companies.