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October 31
Skopje 2024, Aleksandar Palace
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ABOUT THE SUMMIT
Join us at the jubilee 10th FMCG Summit where innovation, collaboration and success come together!
Over the years, our summit has grown into an invaluable platform for sharing experiences among businesses aiming for growth, seeking inspiration and networking opportunities in the FMCG sector.
Why you must not miss this event?
Because on October 31, at Aleksandar Palace Hotel, you will have the chance to hear the experiences of the most innovative businesses, as well as the latest trends in the FMCG industry. Get inspired by success stories and discussions that open new horizons in business.
Do not miss the opportunity to attend in the first rows!
Reserve your spot NOW!
FMCG SUMMIT in the Adriatic Region by numbers:
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PARTICIPANTS
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SPEAKERS
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ГЛАВЕН СПОНЗОР
SPONSORS
ПАРТНЕРИ
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SPEAKERS
AGENDA
08:00 - 8:45
REGISTRATION OF PARTICIPANTS
08:45 - 10:40
• Verica Martinovska – Welcome speech
• Elizabeta Jovanovska – Is CSR an expensive liability or a new market opportunity
for FMCG companies?
Social Responsibility (CSR) focusing on people with disabilities is an emerging
and increasingly relevant target market for many companies, including those in the FMCG
sector. The potentials, obligations, and opportunities will be explained by Elizabeta Jovanovska.
• Kristijan Matijašević – Do we have the right product at the right price in the right place?
In this presentation, we explore the key elements of Revenue Growth Management, i.e., how
companies can ultimately sell more products at higher prices and thus generate more revenue
and profit. The goal is to create optimal activities without long-term damage to the value of the
product brand, aligning the product range with broader business goals, and choosing growth
strategies that are not “burdened” solely by lowering prices.
We will also analyze the importance of other RGM factors: pricing strategy, packaging
architecture, assortment optimization, balancing between volume and value market share, all
with a strong focus on shop floor activities.
• Dušan Marković – The power of branding
• Sead Delalić – What have we learned in 10 years of implementing WMS/TMS systems?
The presentation will cover key experiences and lessons learned during a decade of
implementing warehouse management systems (WMS) and transportation management
systems (TMS). Through an analysis of challenges, successes, and mistakes, Sead will discuss
how these systems have contributed to process optimization, cost reduction, and the
improvement of customer experience. He will also provide useful recommendations for future
projects, based on his extensive practical experience.
• Mario Korbar – Controlling as a driver of business growth: How to use data for
strategic success
In today’s competitive market, controlling is a key function that enables management to make
informed decisions and drive strategic growth. This presentation will showcase how controlling
contributes to the sustainable development of companies, improves business processes, and
helps optimize resources. We will discuss the benefits of implementing controlling, with a focus
on enhancing strategic decision-making processes. Additionally, we will present practical
examples of using IT tools to support controlling, demonstrating how digitalization of controlling
processes enables faster data analysis and delivers real value for companies in the FMCG sector.
10:40 - 11:10
COFFEE BREAK
11:10 - 12:35
• Metodia Hristovski – Digitization of the goods delivery process
• Sergej Zafirovski – The consumer pulse in the world of brands and PL
At the upcoming FMCG summit, Sergej Zafiroski will offer insights into consumer behavior within
the food and beverage sector. His presentation will focus on key areas such as purchasing
power, shopping habits, and household spending. By analyzing the average Macedonian
consumer, he will highlight how economic factors are influencing purchasing decisions,
especially when it comes to daily essentials. The influence of branding and the evolving role of
brand loyalty will also be central themes, as brands continue to shape consumer choices in this
highly competitive market. Additionally, Sergej will cover the general opinion and familiarity of
consumers with Private Label products, as well as their views on how these products perform in
comparison to established brands. This section will provide an overview of the consumer
perception surrounding these alternatives to traditional brands, offering insights into how
Private Label products are positioned in the marketplace. The presentation aims to provide a
comprehensive overview of current consumer trends without delving into the specific drivers
behind individual choices.
• Dragan Teodorovic – Market information as the key to success
The presentation provides key insights into market trends and the dynamics of the business
environment in Macedonia, with a focus on price increases compared to the previous year. We
will see a detailed overview by product categories, including the rise or fall in sales by category
and their price changes. There will also be a review of the participation of private label brands
and a comparison of their significance in Macedonia and Serbia, as well as the importance of
promotions.
• Selma Kadić-Maglajlić – In B2B sales, the buyer holds the power
“The Buyer Holds the Power” explores how B2B buyers are increasingly controlling the sales
process, often completing 57% of their decision-making before engaging with sales teams.
Buyers prefer self-service and digital channels such as supplier websites and apps, while
traditional methods like face-to-face interactions are becoming less relevant. Despite the rise of
cold emails and calls, nurturing strategies that combine communication methods yield better
results. The talk also highlights how AI disrupts sales, with automated interactions, customer
profiling, and sentiment analysis becoming integral to B2B processes.
12:40 - 13:40
LUNCH BREAK
13:40 - 14:40
• Anita Spasovska – NLP tools for successful negotiation
Negotiation is like a game of chess. Every move is crucial, and strategy plays a central role. Just
as a chess player analyzes their opponent’s moves, we will explore how to defend our positions,
better understand the other side’s perspectives, and improve our negotiation skills.
By using NLP methods to understand tactics and predict reactions, we uncover how to
overcome challenges and become a grandmaster in negotiation.
• Vittoria Gambirasi – Exploiting unmissable opportunities: GenAl in future innovations
within the FMCG field
We are facing an urgent challenge facing the established FMCG giants: the rise of nimble,
digitally enabled start-ups that are challenging the status quo with their innovative,
personalized offers. The heart of our discussion focuses on Generative Artificial Intelligence
(GenAl) as a central enabler that enables these corporations to match the agility and
adaptability of startups. We will explore how GenAl can revolutionize marketing and product
development, enabling traditional players to not only compete, but lead in this new era of digital
innovation.
• Our heroes and best Buyers in retail
14:45 - 15:15
COFFEE BREAK
15:15 - 16:20
• PANEL DISCUSSION – How to achieve FAIR PLAY in the retail sector?
• Goran Temenugov – Moderator
• Besar Durmisi – Minister of Economy of RSM
• Dragan Ivanov – General Manager of SIZ “LKA”
• Jemail Dauti – General Manager of Dauti Commerce
• Viktor Petkov – General Manager of “Wipro”
Exclusive opportunity for discussion and answers to key questions:
• How fair is the Law on Unfair Trading Practices?
• Will the law contribute to creating fair market conditions?
• What are the possible solutions to overcome the current challenges?
• Are the expectations justified that this law will finally bring order to prices?
16:20 - 16:30
WINNERS ANNOUNCEMENT
What they said about the summit
As much as we have experience, knowledge and initiative to meet changes and turbulent times, we always need an additional view, from the periphery and from the center, of the developments in all segments of the sector in which we work.
This is exactly what this year's edition of the FMCG Summit offered. With the concept, the approach and the selection of lecturers, the summit offered possible solutions and answers to all the questions that hang over the sector. An excellent selection of speakers with impressive and respectable professional careers. In short – inspiring, informative and educational, the content of this summit brought us into all segments with an innovative approach and a sustained vision for the future of the sector.
Gjorgi PetrushevGeneral Manager of "Bimilk" 
As before, the FMCG summit confirms its position as an event that allows us to get to know the latest situation in the sector better and inform ourselves about new trends, opportunities and successful solutions, which are extremely necessary in times of economic uncertainty. Inspiring stories from top experts in the FMCG sector from the entire region provided us with important input for a better understanding of the current challenges in the economy and overcoming them in a period of crisis.
The large attendance of the event additionally opened the door for us to share experiences with colleagues from the food sector.
Iskra Vetajokoska-Mutsunskamanager and co-owner of "Vitalia" 
After a long period of isolation, live events are a real refresher for all industry professionals, mostly because of the positive energy that spreads among the participants. FMCG itself in Skopje was just that, original and inspiring in every way, an event where current and challenging topics from the industry were presented by outstanding speakers. We shared many interesting experiences about what is happening in the industry in the region and beyond.
It was a pleasure to be part of the FMCG Summit and I look forward to even more challenging topics next year.
Petar Denkovskigeneral manager of "Vero" 
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ATTENDANCE FEES
Mark October 31
in your business calendars
and sign up for
the event of the year
together with your colleagues!
Registration fee include attending all lectures, lunch and coffee break for one person.
Prices are without VAT.
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Phone: +389 2 3067 572
ORGANIZED BY
info@fmcg-summit.mk
