Marco Repezza is Senior Business Consultant of Trade Marketing Studio, where he manages directly projects of Trade Marketing Management for the development of sales of important companies in different channels (food and non-food) and implementing training and consulting projects with several Italian distribution chains. Previously, he was a project manager for Private Label, Category management and restructuring of the purchasing department and acted as Business Analyst at Daymon Worldwide Inc. an international company specializing in the development of Private Label by U.S. retailers. He has participated in several projects of Category Management at Conad s.c.a.r.l. and global key accounting for other international distributors. Among his main clients are: Abbott, Altromercato, Bticino, Carrefour, Crai, Danone, De Cecco, Federdop, Federfarmaco, Franciacorta, Lavazza, Lyreco, L'Oreal, Nestle, Sigma, Sonepar, Unaprol Unigrana, 3MBeps. He earned a degree in Business Administration from the University of Bologna and a Master’s in Visual Merchandising at Bocconi University (Milan).
The relationships of B2C and B2B. Consumer marketing and relations with the client (CRM). Customer centricity. Marketing of the intermediate client: trade marketing. Evolution of sales channels: retailer vs e-tailer. The development of internet and the e-commerce channel. The most efficient new media for supporting sales. Loyalty systems in the era of new media. The new frontiers of communication. Lateral marketing for developing new markets and the revitalization of mature markets.
The strategic importance of all the customers; customer satisfaction; the value concept; to understand the value; the market sensing; to understand companies in their role as customer; market strategy. Introduction to general trade marketing principles; strategies and terminology. Overview of FMCG market; mass market sales channels; new media for retail marketing applications. Introduction to the main retailing mix tools. Practical introduction to trade marketing strategies; customer planning; cluster analysis; major clients action plans.