so you will study us

yes i i heard you already know a little bit about what i do

yes yeah just about

yes

erm so thank you thank you very much for allowing me to be here

yes no

xx xx i 'm work ing for a research project at the university of vienna

no no pro blem

okay

and we 're interested in english as a lingua franca

uhu

between people who do n't speak it as a first language and

so er it 's interesting for us to know that we can help

thank you thank you

and my son is also at the university and i would like that he has opportunity to to practice some where

yeah

yeah it 's

so of course we do n't mind

thank you thank you

and even and even really are glad to help

thank you

at least we 're or something you y- y- you

i take it i i will have a look at it and i 'll let you know

it 's for you anyway

yah special present invoices a bunch of invoices erm xx would you like to have coffee x

coffee water

e rm coffee for me please

e rm

coffee and water for me please

and language you study is english or it 's english

yes

yes but especially amon g people who do n't speak it as a first lang uage

n- non-native speakers

non-native speakers exactly and we 're our approach is to find out what there is specific r ules or specific features that happen only when erm you get people together who actually do n't speak it a- as a first language

yeah

hm

erm some mistakes it 's like they do n't really ma tter they only matter if there 's some body

yeah

[S5]

pres ent who has it as a first language

ja bitte

yeah okay

so it 's a different situat ion we 're trying to find out what all the pe ople

das andere ist ein kaltes das ist eines

die wollen sicher ein kaltes

from different countries erm have in common and what the rules are of because there are

yeah

specific conversational rules that you know xxxx x

and how to help to improve huh

erm well it 's not really erm we 're not about improving we 're thinking it 's a very interesting object of study by itself so not really compare it er to what you should say

yes

but what do you actually say and how you manage

er the basically the y- y- you 're trying to er study the possibility to have a common grounds

exactly

to make something like an international english

because i 've heard i i 've re cently heard on tv there was er in belgrade there was some kind of a conference

well poss ibly

yeah

poss ibly yes

right

of anglo-saxon speaking countries and stuff hh and they then there is the er english ambassador in belgrade who said no w we er we have more english languages we have uk english we have american english australian english and an inter nat ional english

yeah

hm

so e r

foreign peo ple speaking english

exactly

for eign speaking people english this is the er the what they call international english

yeah yeah exactly

international

yes

you find as you today you get austrian farmer english

an aust rian english

a special version

the glocken

the glocken

xxx

you changed furniture here or i am wrong

yeah this is new this is new

no no no no we did n't change anything

the same

what is new

re ally

the er the furniture no

no no no

no nothing nothing

really

i thought it was huh

yeah

no everything remains the same

hh well then we are wrong

no pro blem

so finally you got a good sleep

but you are not here

yeah

yes thank you

you are not here that often that 's that 's the reason

this this this is this is true yeah

so thanks

who needs

i- i do n't know why but it looks more luxury to me this time

for milk

no thanks

it it might be we we were sit- sitting there yeah yeah so it 's a heavier th- th- this side from the

because you sit on the other side

ah a

yeah well this is a nicer view

yah

yeah yeah yeah yeah

that may be a good reason yeah m hm

yeah

milch

ja bitte

and when we switch on the light in the background even we look better

yeah

you look great

it 's like you know a holy

aber wir brauchen schon viel licht

[S4] does n't

spots please

but we do

yeah we do

we need much light

xxxxx xxxxxxx

so basically for each and x

but please do n't study my english because i make too many mistakes

no nobody nobody takes care at all really nobody

no it 's

of course of course but i just say

you do n't think i 'm i 'm

e r as always

it 's not common mistake but er they are my mistake so many of them

you 've got you 've got e r you 've got every thing on cds a nd

many many nice pictures

okay

a big pamphlet

and even some some photos just from tv commercials and stuff they 're they 're not in the report but they 're on cds

mhm

so if you want to er to take a look at it

i will check yeah

when we star ted making this report we said we do n't have m uch to do because

wherever

it is just three months

yeah yeah yeah right right right right

and then it happened that we really have again seventy pages

so basically the report is only fro m end of june until up to now

yeah that 's perfect becaus e

because you have a previous line till july

the other one we have yeah yeah

no problem

and we used th- th- your pictures for all present ations to

well we have some new

hh we have some new pictures

it was part of the official presen tation

to the board and everything

yes

or it is part still is

yeah really

yeah

to the board

really

mhm

sure

yeah i wrote

yeah yeah you wrote this

as well but also to the clie nts

we we have to in form them schau schoen

because we have such a good communication with [S5] we are always updated

we al ways know what is going on

with [S4]

er what i said

[S5]

[S5]

[S5] sorry i always mix names

she 's she 's is the good girl hh

i wanted to say er er [S4] of course

so [S6] wanted it to be a very short meeting he said

oh that 's nice

yeah okay xxxx ten minutes quick quick

ten minutes

just give us a plan for next year

you 're right

so thank you for the re port it was a nice meeting

goodbye goodbye let 's go to the hh castle

we 'll study it care fully

no- we

yeah thank you for the re port and where are the plan figures

i- i- in the end

where are the budgets

yeah

if he starts from the end

yeah

we can be quicker

yeah we we can start according to your presentation

well er the the only new thing is from er regarding the agencies is [org1]

hm

so we have a new er

mhm

agen cy

par ty new agency it 's er [org1]

oh wow

mm

we started just i n the beginning of sept- in september is the first delivery that came

x x x x

[org1] has been on the market or this is a new mar ket entry

y es they have been been there

yeah they were yeah

but they were not happy

they were not happy yes

okay

so er we are speaking with them more than three years now

m hm

and they 're they were they

with mister [lastname1]

yeah and they were trying to e r

no

no no

cos he is the international boss

to save the xxxx because they have the same one in bosnia what 's the name

erm [org2]

[org2] and in bo- bosnia they they are much better i think

yes

but in serbia they were very bad because they did n't have a n organization to support small shops and also they just released it in big shops and nothing else

and

and then we have [org3]

so

from germany which probably you do n't know these are chewing gums

li censed

kids ' licensed chewing gums so you have simpsons chewing gums and asterix chewing gums

mhm

mhm

and mickey mouse

and mickey mouse but unfortunately they 're not barcoded a un- per per unit so it 's only for the erm for the grey channel in fact we can only sell it to the small shops

mhm

and do you do [thing2]

no we put it in the report but not with a no we put it

okay because i 'm yah yah okay

okay

we put it because hh it 's in the contract

okay

but a s as agreed with you we would not do it because of [thing2]

mhm mhm

so

and and [org4] er the the jelly lollies is just in in and out

e r no we it 's er we

or do you s- did did you stop

w- w-

we 're s- practically stopped

we we we did

we we usually did it seasonally

okay

mhm

but er they have no licence for serbia so we can not do it any more

so

we practically stopped

u hu

uhu

because we have doing it erm unlegally through spain

okay

okay yeah yeah

and now it became er dangerous so we stopped

okay okay and [thing3] was more like

mhm

[thing3] 's we we 'r e we we er we still do it

failure

yes

yeah

but it

on a low level

it 's not as it used to be

okay

it 's not so strong

it 's not that you have er do you still th- have the plans regarding [S6]

hh no

regarding the erm

regarding regarding [thing3] k- kind of cooperation not really it 's

no

no y- y- y- you were thinking last time you were saying you 're you 're you are going to buy them but

right right right right right right yeah

the the problem is i can tell you the problem is e rm it was n- not a clear target of both of us because

mhm

er we were ready to to also to invest in the brand because they wanted to have a ser ious market entry or marked launch in in the us

mhm

a nd er we said okay we can im a gine that to build up a brand there but only if we have any kind of company linking whatever you can can do and they said no first of all we should show them

yeah

what we could do and then they will talk about this and then we say okay it 's no brand so we do n't build up a brand which is not ours

in serbia if it if it would be [org5] licence [org5] -branded product it could make a a a rather big impact yeah

i t was you know it was in our fantasy no- not just to to to to name the packaging [org5] but to make

xxxx it 's more expensive

mhm a combi na tion yah yah

a [org5] content out of that and er

just go and produce them

this was you know what we have in mind to to also develop that things

mhm mhm

but finally they they say they want n- not in the first step they wan na have any kind of of er relation between the companies

just j- j- just as the same pro duct with [org5]

it would be much easier you think

it would be it would be better sales much better sales hh but if you if you could keep the same price not not giving it

it could it could it could even work mhm

as a licence product but just put [ORG5] brand on it

hm

mhm

for us yeah i do n't know about

mhm mhm mhm

but t- the but the price would n't be the same x xx

yeah if they keep i said if they keep the same price not li censed product just

no

put [org5] on it

mhm

mh m mhm

mhm

but even they they had something tom and jerry but it was n't

did n't work be cause it was too ex pensive it was licensed and then it was more expensive did n't work

no

mhm

mhm

sure because

yeah yeah

and tom and jerry is not er so popular any more

so at this stage the the talks to them

yeah

they 're broken okay

they stopped

yeah they got stuck

yeah

hm

they are not rea lly broken they they got stuck more or less yeah it 's

yeah that 's

on hold

er it 's on hold

right

they 're they 're not broken completely but on hold

no i do n't think is it is it com ple tely broken

so there are suspended talks

no but er it makes no sense to

right but you do n't know what what will come up in in a few years so it 's it 's just simply erm erm

to sit together so far

yeah yeah

so they now they wan na try their way

y eah

and if this way is not successful probably they

right

they 'll come back and say okay

they 'll come back

yeah yeah yeah

it does n't work like this

yeah we have another idea you do n't know

but it 's diff icult for them because they are making the majority of their products are a private label

mhm

mhm

the competition in this segment is very high

yeah

mhm

the prices are down down down

yeah

and erm and to build up a new brand

they 're ruined

yeah

from nothing i mean with [org5] you have a certain chance but from nothing it 's very difficult

difficult

from scratch

yeah

it 's the same we decided to have [org5] [thing1] and not

mhm mhm

not [thing1] a- a - a h yeah yeah yeah

any kind of fantasy name

okay

that 's the simple thing

hm hm hm

so we 'll see but at the moment they are stopped

and the chocolate eggs is it the small one as well good

it 's very good

it 's good business

it 's good

it 's the it 's the [org6] licensed one

xx

yeah yes

yes x xx

that you have seve- several licences

we were n't

but now [org7] only has [org6] licences

er winnie- the-pooh mickey mouse donald duck

this year

yeah

we have

princesses

princesses

mhm xx yeah yeah yeah mhm

but yeah

o kay

but the princesses is the best seller

and if you com pare the prices from [org7] to to kinder surprise

really good yeah

we are more expensive

are

more expensive yeah at least twenty-five per cent i think

mhm

yeah but the presentation shelf was good very good when we did some store checks last time

e rm more i- more than that more than that

you even can see them in japan now

wirklich

[org6] licence

okay

mhm fuenfundfuenfzig x x

so and [thing4] is is missing

yeah

that 'll be great

that 's his job

erm

ju- just tell me in which place you wan na put it

yeah all right

we will find it easily do n't worry for example

xx x or something

in the company structure chart we have more vehicles we have mo re sales force for sure for [S6] since last year we have more sales force

yeah

and we have more delivery vehicles and drivers therefore i mean

and marketing people

as a res ult we have more marketing people we have our own designers now

m hm

mhm

merchandisers more than more than last year i think

and all in all i mean i do n't

you have them all here with their names so

the sales force

no but all in all this is er er it 's about fifty people or or

mhm

that 's good that now we there is also the xx of each item

no m- more sixty i guess

sixty

also with the xx here

wow

yes

the er the thing is that you have the sales force is like thirty-seven

m hm

including montenegro

mhm

okay

mhm

e r so er w- this is including the er the key a ccounts

okay mhm

a nd the salesmen and sales sales sales reps okay

mhm

mhm

now every region is covered

yeah and monte negro

mhm

and the serbia and montenegro with altogether is divided in five regions headed by regional managers and then you got field force people

mhm

and of course you 've got key accounts taking care of the nation- nationwide chains and also som e whole saling companies which are considered to be key accounts as per their respect ive turnovers

mhm

so it 's

this is [S6] something we dreamed about together so the way we organized it

that 's right

the the the they were the same like you teached me so this is it

that 's right and we start ed before the

we started before the war

before the war

yes and we made it and then we had to stop

right

so now there 's it it is like this

very impressive congratu lations

m hm

and in kosovo you have two distribution

yes

partners now

yeah but with [org5] work on with xxxx

yes

wi- with [org8] - [org8]

a h okay

the other is for [org9]

mhm

the only problem with [org8] is that they do n't have any kind of logistics so they can not e r

okay

not lo gistics the er

follow the same way

the it system

mhm

they do n't have the it system to to be able to give us

mhm

yeah the

reports and everything

all the the reports an d in in market sales and

reports in market reports

yes sale figures and

and it still it 's still it 's still ver- pretty much er er a wild wild west

uhu

a nd there are no chains the only the only international store to be there is [org10] under the name of [org11] this is the only

mhm

and they have one store and other than that you got small shops

mhm

i i mean small shops really small shops

mhm

a nd what is t- today 's share between the so-called key accounts and the and the field force

yeah we have it in sales figures here

hh well

no no i- i- mo-

okay

xx channel and grey channel you mean

turnover or

turnover yeah

i- in in terms of turnover hh direct distribution x xx direct distribution accounts for forty-nine per cent this is what we deliver directly and we have four thousand close to four thousand three thousand and six hundred points of sale

xx xxx xx xx x sales x [org5] x xx

erm this is with [org5] is is is a is a bit different but er i- in i- all in all it 's about forty-nine per cent

mhm ok ay

is is direct distribution a nd the key accounts account for erm some some thirty something per cent

thirty-five

thirty-four per cent for [org5] and then you have the grey channel the grey channel is er forty-one per cent the grey channel is the er the wholesaling companies

mhm

mhm

so there are distribution twenty- five per cent

twenty-five

grey channel forty-one and xx thirty-four for [org5]

but for [org5]

mhm

for [org5] these are for [org5] figures is like that

but you have it

yeah but the in in

mhm

hm

in in in [ORG5] the the the wholesaling companies are selling a lot a lot more [org5] than the other products [org5] is the b- for us is the best-selling product through the wholesaling compa nies

m hm

so er all the er wholesaling companies we cover er have [org5] listed there is not possible that we work with someone and [org5] is not in

mhm

no

and they really like to have [org5] all other brands we have come into the question

hm m hm

e ven [org12] the i- i- it 's not everywhere be cause for sou- south se- serbia even [org12] is too expensive

okay

mhm mhm mhm

because of turkish lollipops

mhm

mhm coming from the south

and and and not an- and not known so much like like [org5] so

mhm

that is always something that they do n't e r question about

do you do [thing5]

no we tri- we did

no

we tried but it is

but i- fo- it

really much to yeah much too expensive

pf

so you just do the regular lollipop

yeah

also not this [thing6] - [thing6] -

xx x xxx [thing6] no it 's the same it 's the same price level as as [thing5]

as

so it 's too expensive for us and the people do not

mhm

mhm

the concept of sugar-free lollipops

and

yeah yeah yeah yeah

and any interactive er toy of [org12]

we do a little bit but it 's very difficult it 's very difficult

interact- n- n- the we do

you know do y- do you have the the the photo camera

hm

all this additional stuff you know from the

y es we do but

you will see we have few er few items few different articles

it 's is it does not sell it 's too expensive

haeh

[org12] for us the core business and i mean eighty per cent and eighty-five per cent of the business the thirteen gram classic lollipop that 's it end of story a bit of xxl this is the er the double-sized lolly

yeah yeah yeah yeah

yeah

just for special events

and and the surprise nothing

w- we do surprise but i-

it 's good

it 's okay it 's doing rather well yes but i mean eighty eighty per cent of the business is the

yeah

lollipop

the core business

the core business is the lollipop xx

mhm

the single lollipop

yes

mhm okay again impressive

yeah li- little by little better and better

one day [S1] 's company will be bigger than ours

do n't you think so

it would be good if it would be so

yeah

hh

when it comes to sales people it is really

you 're right compared to our domestic market

yes

mhm mhm

so this is creative xx xx xx xx

m hm

but er

your part

we made there

mhm

so this is the new x which you have n't seen the the little hangers that we use for xxxx

mhm

die haben sie gemacht damals

mhm

and you sent us this stickers

yeah

actually everybody is asking er about the [org5] [thing1] t-shirts

did you like yes

when i when i showed them in the presentation a nd i said yeah it 's done by yourself

a h

it would be nicer if they are er designed like the girl from the spot but we could n't do it

actually x xx x x

by ourselves so we made those in the colors of the product

mhm

lots of flavours

so

m hm

you have it

wow great

you three for you

we have to wear this

diff erent different

this afternoon

one two three

this this

sizes

this evening schau schoen

so they are they are orange er back and

yeah

in front they are green

it 's brilliant nice very nice

it 's more positive

beautiful mhm

xx x

hm

yeah they 're co lorful and people easily notice them when when we do samplings

yeah yeah yeah yeah yeah that that really catches your attention immediately

give it

thank you

hvala

mm fits

mhm mhm

my outfit today

it matches to your jack et today

mhm

for for for the next ism

sure for the party

very nice

yah

and then the thing here is this poster xx xx x xxx

mhm

mhm

action but we 'll talk about this later on this x was made for the street eve nts

these are the displays in [org13]

sorry

these are the displays e r you put in [org13]

yes yes you will see them placed x x xx

m hm

well

the i dea came because of of [org13] bu t in fact we made more of them and we replace where

er you were also complaining when you were there that if we put it the er checkout shelf it was not er

xx x xx

good visual so we decided to make this little

mhm

e r and in [org13] they er allowed us to do so so we 'll try to do it obviously in other

hm wow

mhm

er outlets of [org14] and and [org15]

it 's for it 's for twelve blister cards

yes

it 's for m hm mhm six hooks mhm

and the idea is that if they can see in [org13] that the turnover is better if we place it like this they will

m hm

er maybe allow us to do it er in other outlets of their

mhm

holding

very nice

mhm

and it 's imple mented now in how many stores

how many [org13] you know

forty f or- forty - six that makes a total of seventy-two checks checkouts

mhm

but we produced two hundred of them

mhm

so er we are going to po- position them wherever we can

m hm

so this is our new van

mm wow

y- y- you 've seen the er the punto the small car you 've seen your selves

mhm

mhm mhm

yeah

mhm

so since since we have branded the er the other one the the er the van delivery we call it

m hm

er

wow who made the design

we do

erm we we did the the the design team yeah

schaut frisch aus gell

mhm

fesch

nice very nice

con gratulations

thank you

and this van is is is mainly is mainly in the area of belgrade or or or

it 's again our intention

through out serbia

throughout serbia

throughout okay

yeah we have nine ve hicles so we have a schedule er every day to th- er er deliveries but there is no just this van goes just for belgrade i mean they 're all they 're all all over the place

[S1] when it 's too cold for you just just let me know cos it 's xx x

no no it 's okay

thank you

ver y good m hm

so no w billboards

a h billboards

mhm

with more photos

the ones we paid two weeks

mhm and you had for

and we had for two two months and a half yeah

two and a half

so we have the list here w- w- with with the addresses and and many photos can you see

mhm

some of them were sent to you you

mhm

in the first xxx yes

yes

but they look good

m hm

they they were rea lly very good and this was also the reason they did n't replace them e r

mhm

they liked the lady

they liked the

the images

m hm very eye-catching

and pro mo team

mhm

with the bags exceptionally nice

this is in in very city area xxxxx street where all the er important cafe

mhm

pubs are

mhm

mhm

so we also have a few indoor billboards that you have seen yes

mhm

this we visited last time yeah in [org16]

which one

in [org16] the petrol station die ersten zwei bilder

and the last one is for [org17]

m hm

xx xx mhm

xx x x xx xx x

mhm

then we come to the tv xxx [org18] which you know

[org18] which y-

which you know about everything no need to hh

m hm

m hm

this is just a report hh [org18] had e r made many reports from the even- street events and [org19] events we made so not only the regular things from the past but also some new

hm

xx xxx it 's a nice way there the refills are coming out yeah

hey das ist das das xx

[org5]

and make [org5]

yeah

we are

this is the older er you you made for russ ia many years ago

no no no this is this was the inter national spot

aha it was inter- w- we got it e r with the russian er language on it so i thought it was just for russia and it 's great this spot was really great so we combine those two because we do it almost two years now so it 's more interesting for children if we change

mhm

mhm mhm

mhm mhm

mhm

this was [org5] [thing1] and friends announcement this was

this is

you have seen it

no that means

because we sent it to [S5] that you like d it

friends is sponsored by [org5]

erm by [thing1] now

okay wow

but also we are presented as i told you er from few days ago we agreed about er big brother and karaoke show

mhm

so y- basically the friends you have hh er before the you have the announcing message before the friends start

mhm

five seconds

yeah it 's five seconds then you can see all the assortment then it says something like re fresh

but you have it [S5]

refresh your s-

i have it

you have it

wi- with [org5] [thing1] refresh your pre- friendship with some kind of thing so ba sically it says that

we did have it now also on the on the xx

mhm

[org5] [thing1] is presenting you friends hh and then during the commercial break you 've got the er the fi- fifteen second

spot

commercial yeah

wow

mhm

hh this is also the report from [org19] street event announcing

m hm

the action

mhm

you have it on cd as well and then

it was also on tv

yep

yes yes

oops

because of [org19] you know many many tv impact give this report even in the news

yah yah yah

when we do something like this yes

cos yeah yeah yah yah

xxx xxx

okay

this is why we er er decided er with your help to do it er with [org19] it was in fact [firstname2] 's er er [S6] 's idea because you did it here with er [org20] or something

mhm

mhm mhm

mhm

but [org19] er is the the

the big

the only and the biggest er re spect ive

mhm

organization that people trust

mhm

and of course they have their own er possibilities which we can use

mhm

to to have e r attention of the public and it 's always cheaper when we do it with [org19] than we when we do it ourselves and that 's why it 's maybe a good idea but we will have the results

hm

in six months at the moment this is er too early to say if it really helps turnover

m hm

but anyway er er considering the image

mhm mhm

any other image it 's

it 's good yeah

it 's it 's it 's very good

gets a support

and you did it for [org5] and [org12]

yeah

yes because then it 's easier for us because we er give them one per cent of complete turn over yearly turnover of [org12] and [org5] which is of course not too much but it helps

hm

mhm

so er we er support the action of [org19] called er schools without violence which is er a problem in serbia hh because several kids were killed during last year in the schools

mhm

m hm mhm

but not only er that kind of violence but also verbal dia- d- er hh er violence and anything else unpleasant which can be done to children in the schools even hh

hm mhm mhm mhm

er from from teachers them selves and so

hm

so the action is very er popular in serbia at the moment and

mhm mhm

with the money of [org5] and [org12] they can adapt e r schools were they in fact try to do actions so every month we adapt another school and the media show it on tv

mhm

o kay okay

and then we have a big certificate of [org5] and [org12] and [org19] in the school so the children can see it every day hh and we can do also actions around and then we are allowed to put our posters about [org19] everywhere announcing that children can help to children buying [org5] and [org12] and this is idea that children can help children

mhm

m hm mhm by buying the products

by er

by buy- by buying and because one per cent part of it

mhm

goes for the action

goes for charity mhm

yeah

very nice idea

hh and do you do the stickering

and er i have to say that it was ye s and it was very difficult to get it because the permission does n't give [org19] er belgrade

xx xx x x

and serbia but [org19] ge ne va

a h with the rulers

m hm

and the stickers

okay

we do the stickering

th- this was the action with the ruler but er you will see later on that all the

mhm

mhm

mhm

products have sticker hhh and so geneva had to approve it

mhm

and it was very difficult becaus e for example they rejected [org21] and many other factories if they have some reasons apo logy or anything else w- er what they can find

mhm

mhm

against

m hm

so e r i- i- it took us more than f our five months in negotiations with [org19] serbia to have approval from [org19] geneva and at last we got it

mhm

and this is first time they gave such a thing

m hm mhm mhm

so may be you can do it in some other countries easier now

mhm

mhm mhm

if you find it attractive

it 's very attractive actually

m hm

it was the first time to give it er to such kind of products which means confectionery or the first time in general in in in belgrade

in serbia in general but if i could understand also er they are very strict with e r with confectionery because they consider it er not so healthy because of sugar and everything else but because this is a child ren program

right okay yeah yeah yeah

hh and because it has this nice licences which does n't have any thing to do with any kind of violence

mhm

right mhm

and be cause it has this idea that children can help children this is something that they liked

m hm

mhm

mhm

it 's really good idea

mhm

this was developed with the local [org19] people or

it was er our idea then we wrote them and e r we negotiated with them and then they wrote er our letter and our presentation and what we do for [org5]

mhm

er for many years in serbia and so on and for course we said that er which is true hh [org5] is bigger brand than [org19] in serbia people more know about [org5] than a bout [org19] that [org5] can help even

hm yah yeah yeah

their approach and the approach of their ideas

mhm

mhm

to create an image as well

and er w- we persuaded them that it could help also the whole idea and in serbia [org19] is doing very er big job because er this a country where we really need that kind of charity and help

yah yah yah yah yah

so they agreed

hm

mhm wow

i 've actually brought this with a free x xx x xx xxx

so-called win-win

and of course er w- when products are er marked by this maybe this is not t- t- the best way but it was the quickest we could do

m hm

hh although they wanted something to be here but it was er it was er too complicated to start quickly with

mhm mhm

mhm

hh so we did it for the beginning like this and they said we will have trial period of six months to see if it give er results to us as well

hh erm it is easier to to come to any shop with products which have this because stores like to have it and then they er

mhm

mhm hm it 's for the image as well for the store

for the image of the store and then of course they offer it to people

mhm

so i 'm so we will see what will happen

very good

and you started one month ago or

one month ago or something like this yeah so our people went to any shop er to put to the pre vious stock

mhm

aha the

ah a okay

as well er the the stickers and er now in now er warehouse every item is sticked er in

m hm

in in in the i- before it it goes

mhm mhm

goes out

out yeah so the newest tv campaign that we have is on the nation-

but it 's a very innovate idea in total i mean because you know violence in the schools is not only a topic in

mhm

in ser bia nowadays

yes

yes yeah

it 's er also more and more even in aus tria

yes

and e r that that kids can help kids

this this was the idea

it 's nice

kids to kids this is the the the main slogan

mhm

because you know in in in the we have in in in austria or germany we have the campaign that you should not look a way you know the slogan is do n't look away so if see something bring it up and

mhm

mhm

and try to help xx

like it happened to my son two days ago he was attacked in greece by some er albanians with a knife hh and they stole his pho- ph- er mobile phone which is not important thing i mean the mobile phone but the fear that er

yah

mhm

yah yah yah

stays in your soul and in your mind

in greece

in greece i- in the night and nobody of course

he 's studying in greece

it was t- t- t- the the street full of people

mhm

and nobody no-

nobody paid atten tion

mhm

and this was something that hurt

mhm mhm mhm mhm

him more more than maybe att ack itself

yeah

yeah yeah yeah yeah

that nobody want ed to help

hm

so he es caped and er everything finished in er let 's say hhh good way but er hh

mhm

this what [S6] mentioned

mhm

that people should try to help this is a problem of nowadays that

right right

right

we mentioned so er the violence in the school er er i- it 's ve ry interesting thing because the violence even in er attitude and er behavior rude and unpolite way of erm treatment amo- among tea cher and child ren and chil dren to children

mhm

mhm

is is is very spread away every where

mhm

right right right right mhm mhm it 's getting worse and worse mhm

hh but the idea kids to kids was er i mean that kids can help always er and then symbolically

mhm mhm

they could help by not being ru de not being agg ressive not being

mhm mhm

unfriendly to each other but to do something

yeah

mhm mhm

even by a small thing like one per cent of of

mhm

but anyhow it it it

buying something yeah

it brings money at the end

so another thing is er national tv

hm

that we er made er together with them one interactive tv video game show but [S3] will explain more about this

it 's the erm the game is interactive it 's interactive in s- in the sense that kids

xx xx

hh phone the tv and then erm they have the the by pressing certain digits on the on the phone

mhm

they move it or they shoot or whatever there is

mhm

so they catch [org5] candies on the screen

a nd they 're fly ing and they have to to shoot them or to catch them whatever hh and er the er the score sheet when in the end the score sheet is in in in counted in [org5] so you had that many [org5]

points

points

mhm

and also there is a there is a commercial w here there 's in in the break

which cuts the show

commercial break with with a the a [org5] commercial hh and this go- this will go on from it it 's it already go it 's already airing

two

two months

yeah and probably two more huh no vember and decem ber

mhm mhm

and if er if it shows nicely than we will er negotiate about next year this is er something which er was not too expensive

y eah

that 's why we de cided to try with it

mhm

and it 's a it 's a thirty minutes sh- thirty minutes show

yes

yes

toge ther

yeah all together yeah

m hm

and who erm created this this interactive show

they have it

hm they have it

they have it on tv and er

they they have it okay

we just asked that

it 's called s -

you just adopted it to

yes

we adopted it yes

it 's something like heros ' islands or adventures or h- at heros ' islands or or or whatever it 's called

mhm

mhm

so we just er gave them the idea that they could insert [org5] candies running

hm

on the screen so that they can so they can catch them yes

it 's nice yeah

and of course then they have to notice it

mhm

and of course it 's national tv so e r everyone can see it in the whole territory

mhm

yeah

but we will send you a copy we did n't have it e r

m hm

from them they did n't send it yet but you will see it we will

erm yeah

yeah

send it to you

x xx

this is the in-store jingle e r i- in in [org22] hypermarkets y - y- y - you can read the explanation is the in-store jingle that they run it er five times a day bet ween twelve and eighteen hundred er

mhm

where the the attendance is at a peak

with with [org19] they pr- they er

a nd and

m hm

promote the e- the the the [org19] pro duct by they tell people by purchasing any of [org5] or [org12] products you 're helping [org19] hh

mhm

action schools without a violence in serbia which is very important hh is also to communicate to people that it the action and all the funds raised are spent in serbia

mhm and not going not going outside the country

it 's not

m hm mhm mhm

yeah

yeah

it 's very important to tell them that it is something for their kids huh

mhm

which of cou- which of course gives the image e r for [org5] that they are not only there to collect money by selling but also to do something for the serbian children

yeah yeah yeah

mhm to have a c ertain rea son the mon ey is spent for

yeah

yes yes yes

yeah yeah and you ha- you have the specific one

mhm

here it 's schools without violence

mhm

and you know ex act ly where the money goes to

mhm

but er of course we have n- n- several e rm xx xx xx xx x xxx x xxx press press press conferences

xxxxx

press conference

press conference we had several press conferences and it 's nice that even the ministry of e r er education hh said that [org5] is something that always has benefit program for children hh choosing right licences never something which has any thing to do with violence like some other maybe toys

mhm

mhm

hm

hh that can be

mhm mhm mhm

er giving the children idea

mhm

of violence

so we get we get an educational image then

you see

mhm

wow

because in fact he was em phasizing that there are not too many companies hh who want to do things like this and help and give

mhm

hm

part of their hh profit to the charity programs in serbia so hh er this was one o- of of the first

mhm

yeah

and he always emphasizes e r that he is so thankful about this

mhm

you will see some pictures

but it but it 's sure that the money will stay in serbia and not goes to an international

of course

ye s it is sure

fund it is sure that the money stays in the country okay

it is sure

yeah

because because really every months they adopt ano ther school

mhm

yeah

er where they insert the program

and i think i think two major reasons it 's

yeah

the money stays in the coun try and it 's for a specific

yeah yeah

reason for the kids so people really feel actions when they

reason

yes

right right right right right yah yah yah mhm

yeah

uhu

when they buy something and

m hm

and they were very strict about er all the logos and e r hh inter-media spa ce and everything we really had to negotiate it very er long because hh

mhm

mhm

e r it had to be sent to geneva they wan- er and the only thing that er we we had to do is that they say

for approval mhm

that it 's written everywhere that they do n't e rm xxx x xx that they do n't guarantee for the product

the qua lity of the product

aha okay

this is something that we had to

right of course of course of course yah yah yah yah yah

mhm

the erm

somewhere so if we decide after six

mhm

months period that we will maybe do it here hh

we can print it easi ly on the backside

then it

yes

mhm mhm

yes

okay

and this activity will last for how many months

six months

six months

e r we we we agreed one year fi- tr- first trial period of six months hh and then er automatically if we do n't stop it it will go for a year

it 's revolving

mhm

it 's revolving

yeah it 's re volv ing a nd e r er because we started in the middle of the year and [org19] does not want to er they want to do it by calendar years they do n't want to do it by twelve months so they six months plus six month

mhm

mhm okay [thing10]

s- so you have er er what we have done in press month by month

[thing10] again

so in july we had [thing10]

what 's

the frame

this frame was in in in [org5] [thing1]

very good idea

we always give a pre sent to children on sun- on monday at er calendar we always announce some new or er remind them to some more of assortment

mhm

hh

and you explain here that this er a product for older kids as well because [thing10] it 's more or less it 's a a children maga zine

yes but they always like to know what is new in fashion

m hm

because it 's e r mostly a girls

mhm

magazine

mhm

oh by the way is that that it 's also a product for child ren so

er for example my son can ea- can eat the whole er the orange

my niece as well she is six

yeah

you you mention that yes

mhm

and she eats the whole package at one

like this

poah

and just two days ago i brought her o- o ne again and she i mme diately

yeah i know well so it 's

you kno w so it 's not only a product for adults

yeah

yes

it is for the children

right

the or ange one is

they like they like the cute packaging

uhu

and

they like even e r the sujet or the layout more

yeah

in my opinion than adults do because when they see the bear a h the bear

yeah

it 's more attractive for them e-

and the taste is not too strong

even

no no

no it 's for the children they vary the taste it 's

it 's very average an average 's taste especially the orange

yeah the orange yeah

right

yeah yeah

that 's what the idea because [thing7] is also have er [thing7] also has a certain target group

an average

mhm mhm

mhm

er of kids

of kids yeah mhm

mhm mhm

for the for their fruit flavours

yeah

so we decided to of course give them idea that something like this ex ist and its fashionable and it 's er candy and it 's

mhm

hm

mhm

sure sure sure

could we have it

yeah yeah

and especially in gir ls

for the for for everyone

yes mag azine

yah

mhm

for the girls in that age

mhm

so in july we also had this teen magazine [thing11]

m hm

and then we had this e r erm ad

[thing11]

half-half [org9] and [org5] giving the idea that [org5] [thing1] is maybe for ladies and this is for me n hhh and

mhm

[thing11] - [thing11] is er by the way [thing11] is a sloven ian maga zine but

ist das toll

mhm

this is the serbian edition of a slo venian magazine

mhm

so if you knew y-

what does [thing11] means

[thing11] - [thing11] means fuss

fuss

fr- fuss

what 's fuss

hm to be in a fuss to be in a hurry

fuss

fuss it 's it 's when when you say do n't make a fuss let 's do n't make a fuss out of it

a h oka y

it 's positive of hurry it 's

a h do n't make a fuss out of it

yeah this is fuss

mhm ok a y mhm

and the er if you 're

but in our jargon fuss means e rm i 'm in a fuss but in a positive way i i have to do so many things i i live wild life and you know a little bit

lively very yah yah yah yah yah

i 'm so busy or what

e- e- energetic

i- i 'm so busy i 'm so busy or or

i 'm so busy and so i 'm always in a

yeah

yeah

it 's you can also say that [thing11] you know

aha

whe- whe- when you say i 'm in [thing11] that means i 'm

mhm

i 'm busy

okay

it 's sloven- it 's a slovenian it 's a slo venian teen maga zine so

everyone wants me i am so occupied and so on

yeah yeah yeah yeah

you have a new partner from january in slovenia so erm just to

mhm

it 's a teen magazine and

mhm

you can do a lot of things in tha- in that in that magazine

it 's it 's also in slovenia but

it is slovenian

a h it is slovenian

this is the serbian edition now they er

okay it is the serbian edition

yeah

and this edit ion was given er for free

i xxxx

on the exit er

the exit music festival

concert the music conc- festival so it went to really many hands

thirty thousand l- er thirty thousand copies

m hm

the first the first edition

x x xxx

for free

mhm

it came out it just happ ened that it came out in the period when the erm the the of the exit which is a music festival that what it 's the biggest of that kind

a h yeah then you did a sample sampling of it

yeah we did a sampling there is the biggest of the kind

[thing1] mhm

in south east europe

mhm

and have many people coming from all over the europe and er the- they distribute thirty thousand pieces of it copies of it free of charge to er to all the

there 's a handout

t- to all the partip- to all the attendees of of of the of the festival

mhm

and whose idea was this this more or less imag e of of er of an of an shark

their

this is [org23] the agency of [org9]

great very good then

for me it 's a crocodile

yeah

but something

or a shark or even yeah yeah

but at least a xx

at least danger ous

for for me it 's a woman

i ca n't see an animal

another one they have a similar is e r xx xx x x

they have the light ning one

light ning

just you see the [org9] and it 's on the er

aha

on the er

on the boat or

oh no on the pack on the pack itself you 've got some kind of a blue lightning that goes from one corner to the other and it spreads till it 's

a ha

but i prefer this one it 's very

s - this one i think they call it they call it the razor

strong mhm

mhm a h the razor okay

mhm

yeah

and the slogan is s trongest in the city

yeah

mhm mhm

okay so in e r hh in july again

so we started with the the [org19] act- the [org19] project

xxx

started in july hh so we announced it every where so there 're a lot of you will see that there 're a lot of ads about the [org19] thing

mhm mhm

[thing12] is a professional magazine hh er it comes er monthly so this edition was for july and august

mhm

hh so er we gave er pure text and er the whole page ad about this action with [org12] and [org5]

hh

so er on the photo they could see that all the er

mhm

range of articles er marked by e r [org19]

hm

sticker and e rm the slogan of the poster is unite for children which is in fact [org19] slogan let 's unite for child ren

m hm mhm

and in the middle you have the image of the sticker itself

mhm

and the explanation that e r here that er buying any of er this e r items they

products mhm

they will help [org19] hh and then the explanation for the shops that they should have it in their assortment to help

mhm skola x x xx

skola skola skola is a school

xx x

xx x

xx difficult language huh

lj like ljubljana

ooph

haeh

lj xxx

very difficult

a LJ like ljubljana

hh now [thing13] of [thing13] is belongs to [org24] media g- me dia group this is uk company and they they have it p- they you have produc- [thing13] editions in croatia slovenia and serbia where wherever it 's for prof ess ional buyers bu t c- e r contrary to [thing12] this one is sent to sixteen thousand addresses in serbia

mhm

and most of those sixteen thousand addresses are small shops so basically when you publish an ad like this it 's very it 's very positive for the company and for all the brands

okay

and s- specially for [org5] because when a sales rep goes into a small shop and says [org25] either they do n't know but the- he then he says [org5] they know so it 's very

mhm

mhm

anyway this was the idea of [org13] them selves that we should announce our com pany as a company who can e r do now a developed e r work for the for the

mhm

mhm

shops we did n't do an- e r did n't did something like this before because our net was not completed

mhm

hh and now when it is then we decided to invite them to e r work with us directly and have the better assortment and the whole er possibilities that er that [org25] can give them so this is the announcing possibilities of [org25] to the small shops direct distri bu tion wide assortment complete marketing support ps material these days things like that promotions tastings that we can do in their shops hh so this was the idea that they know they er can er come to us even if er our salesmen are not there

mhm

hh and e r not only go to the wholesaling company which hh do not have the whole wide assortment that we can offer

mhm

mhm mhm

and this also says that we have er

hm

deliveries to the whole territory of serbia and montenegro

by the way in montenegro

give them whole service

y eah the bracel- the the the the brace lets

we mention it yesterday

bracelets

they say the- there is one thousand points of sale in montenegro a nd every single point of sale has a weekly ro tation of

of one dis play

of brace lets yeah

incredible

that 's fan tastic

xx x

it is if we could deliver it

well

well [S7] just says yes when they have them

yes

when they are there

that 's correct

so [org10] again this is [org5] [thing1] announcement made in a gir ls ' way

mhm

mhm

mhm

a h very nice hh

cars

yes and the report of e r again e r [org19] because we had a big er announcing e r parade at street event er in the street in [place1] giving them idea about this new cooperation so er magazine [thing5] is very popular because these are young mothers hh and erm we continued with [org5] [thing1] ads and also with [org19]

information mhm hhh mhm

so this was pure text in [thing13] in august then it september again [org19] e r as an er whole page ad made in er a children way different than er this serious poster that we had for professional buyers xx x x xx which says to children give you r

give your contribution to [org19] 's project school without

buying [org12] and [org5]

violence

buying [org12] and [org5] yeah

give or distribute another 's in [thing14] again

mhm

again [org19]

mhm

a lot of media spendings

yeah [thing13] [org19] at the whole page kids magazine aga in

sezona lova

mhm

sezona lova xx

xx xx x xx

hunting season

hunting season

hunting sea son

mhm

mhm x x xx

so in [thing13] this professional magazine again pure text announcing open season and this was er

this is [org19]

the press con ference

press con ference but in the government and this is the minister this i- in the middle this guy explaining to media all about the idea [org5] [org12] and [org19] hh and this here is the certification that goes to every school and very big that stays in every school which is adopted with the money

mhm

that come from us

and who 's that lady on the left side the very left side

i think that

i knew i knew i knew our secretary which i said is very beautiful

haeh i

instead of [firstname3] no no no no no sorry on the right side

no i mean this i mean this pic ture

here

no no yeah it 's me

i have to explain something about [org5] and [org12] there

she 's [firstname4] or

[firstname4] yes

[firstname4]

hm

so one day you will be a celebrity

mhm

in in serbia huh

really yeah

no not for sure because i i i hate public

[S1] is already

hh no hh hh this is something that they in sisted they said please do n't send anybody else but some thing from the top

yeah

yeah

e r but usually i er always send our marketing trained manager or er

mhm mhm

[firstname4] or some somebo dy else because i do n't like to be exposed

mhm

mhm

and i do n't like to talk in public i 'm always a: full of fear

very good

so this is the way how we put er stickers on the products

mhm

mhm

er i have some

if you have some complaints please give us

please give us

hh so that we can maybe change something it 's very difficult to put it and not to spoil the image of the product not to

m hm mhm

cover some thing which is import ant

not to cover too much

it 's really

it 's

yes

it 's really okay

xx xx x x xx xx

and posters

posters in the shops in the this is for example the entrance of [org26]

mhm

small shops we always try to put it wherever we can to

mhm

recall their memory

who is that guy buying [org5]

i do n't know

nobody from our side

a h this is my brother

a friend of [S3]

no

er no no really no no no this this is this one

yes

no it 's no no no no

maybe maybe there are some one to do it but i 'm not sure

i am the- this

that they are that they are so careful our bus-

can you can you buy [org5] this moment

no no no it 's no- nobody that we know really

you just paid him

you were just waiting to share

it could be could be that our people are so in- innovative

please go in xxxxx

you do n't know him but you just paid him

if they are so careful i 'm not sure that they

into this idea but may be that was hh i did i did n't even notice it

n o

but [S6] he notices everything

so it was er [org19] street event complete ly different from erm

hm

the caravan we made before and we used this opportunity to er give attention to [org5] [thing1] as well

and actually our austrian distribution partner they ordered this [org5] promo desks from serbia

yeah

actually they 're x xx xx

do you know when they will come

xx

they 're they 're loaded the- they 'r e they 're on their way starting from today so you 'll have them by

a h

monday xx

because they saw it in the presentation they saw it it 's our promotion material and they ordered it er from mister [lastname5]

mhm

ha

and you remember [firstname6] he was pr at that occasion street event you can see him here giving

[firstname6]

[firstname6] you remem ber [firstname6] with [org5] cap on on his head

before befo- after that xx

er ano- ano ther another page again

a ha ok ay

in the corner

in the corner right

a h here

hm

yeah

so it was [org5] and [org19] stand

m hm

in the street

mhm

another page it is er the most beautiful mama contest mama with the child

m hm

i was not in vited

yeah pity that 's i wanted to say this w- this would be something you would like

you was invited

this could be something yeah and we gave a special price for er mo- most sympatic xx x sympatic more charming

xxx x

mama

the the most yeah

sym- the most yeah charming

charming mama yeah

so er according to some spon sorships we could er we we had possibilities to do samp lings on some er events to this was e r music festival exit in novi sad but we have mentioned it

xx xx

but

it 's the biggest of its kind maybe even in europe

in europe

mhm

they had like

how many stages

hh twenty-six different stages hh

wow

you 've got the

wow

on the tower of novi sad which is a very exciting place

the castle the castle

the castle yes

m hm

ca stle

the castle it 's not tower but a castle

castle of novi sad

it 's a castle

especially because er [S6] like castles

the castle of novi s-

right

well actually the c- this the castle of novi sad was built by austrians by maria theresia it was built so it 's and one one of the fam oust battles between turks and austrians took place there when the how do you call him the eugene of savoy eugen s- s-

er eugen von savoyen

erm er prinz eugen

eugen yeah

y eah

hm

duke

er the duke the prince whatever and the turks e r the- they clashed there and it was in the middle of july and the only thing that saved the austrians was that the

the europe

n- the and the europe is that because they were outnumbered is that in in the middle of july it w- it started snowing and the turks were not prepared for the snow

li- like com plete er won der

like flo- li- like a wonder

mhm

and since that a nd

that snow in july it 's never

yeah that 's

it never snows and since that day there is there is a holi day in in petrovaradin w hich is the er the place of

m hm mhm

where the the castle is and they celebrate that day

so the battle of austrians and turks and snow

wow

and snow

in july

and so in that place

you know the you know the austrian history much better than we do

so the turks suffered from cold more or less and

yeah yeah yeah

and they were beaten by austrians austrians serbs whatever the the army

all together yeah

the austro-hungarian empire 's army

mhm

back then

mhm mhm

and so er and at th- the at the petrovaradin ca stle

hm

there is a music since two thousand there is a music festival called exit

mhm

it 's the biggest in europe i think

biggest of its kind

xx x xx xx xx xx xxx x

yeah you 've got people performing there like iggy pop you 've got sting you 've got er

mm

i do n't know who else i mean all of them and all the bunch of those

mhm

n- those modern trendy peopl e

i see

which i do n't know

xx dJs xx x xxx

and the Djs th- th- everybody

and of of course

mhm

they come and stay there for seven days peo ple young peo ple they

yeah

seven days

sever- er er not seven sorry five days

i think it 's not so long

four days but they stay for seven days

yeah yeah yeah

th- the festival is for four days but they come

because they come they come they they have a campus there on the beach they they can swim on in the river

yeah

er in the whole night they spend on the in the castle on th- e r

xxx

mhm

so it 's er really an event

and during the day they sleep on the beach

bɒm bɒm

yeah yeah yeah

and you 've got but you got twenty-six different s tages

you have to come once it 's reall y

in ju ly

some thing to see yes

yeah

in july

in be gin ning of july

in july [firstname7] [lastname7] was

he was there [firstname7] [lastname7] was there this year

he was there he he wanted to see it yes

mhm

we went up even we took even [S1] - even [S1] went up on the high heels

because

no because n- i 'm not jo king because you can not

i did n't have hi- high heels

er you did n't er yeah okay but anyway you can not drive hh

yeah you have to go

you had to go s - er you had to cli mb

i see

three over three hundred stairs you have to climb through a tunnel

m hm

and then you go when you go y- you go up so erm but it 's very modern now you can even buy tickets at the spot and you can even pay by a by a credit card and everything they 're very

mhm

organized

very organized

mhm

and it 's one of the er the things that made serbia known in a positive way

mhm mhm

er throughout europe

hm

da haben doch wir so eine folkloregruppe gehabt die auch da oben gespielt haben xx x xx xx xx

wo

xx wo haben die gespielt keine ahnung

no idea

kenn mich zu wenig aus

mhm and this is every year

yah

every year and this is where this er ma gazine [thing11] was distributed

kannst naechstes jahr um die zeit kannst es schon hineinbuchen hm

er er this is this ma ga zine [thing11] was also distributed we 've we have er been doing this sampling activity

yeah

mhm

mhm

trying to pay attention of [org5] [thing1] to this er car pet of young people

right

hm

mhm

no we will split ourselves [S4] will go to the to the music festival

street event mhm

you go to the press conference of [org19]

for the ma-

and i go to the mummy contest

to the mama con test

the mummy

where do you go to

mama contest

to mummy

to [thing14]

to be in the jury

huh

yeah

ah ja

so this is er carnival in vrnjacka banja city of vrnjacka banja hh this is now an ethnic er ethno

wie sprichst das aus

this is vrnjacka banja

vrnjacka

vrnjacka banja

xx xx x xx

vrnjacka banja

this is the er this is the spa vrnjacka banja banja means spa

xx xxx

spa o h

a h

it 's a spa

m hm

or a erm

mhm

or thermal or where

mhm

where the sources of er thermal waters are

mhm

mhm

but most famous e r

in in serbia is the xx yeah now in serbia

of it 's of it 's kind in serbia and very er many many tourists at this part of the year are there so we e r decided to be there on their carnival b- erm and it was international carnival

hm

with many many visitors

and it 's in was in july or august or when did it place

no

i think it was in july or august

au gust

das ist so wie bei uns in [place2] das strassenfest wahrscheinlich gell

ja genau so was aehnliches

ja

mhm

pflaster spektakel

so it

right mhm

mhm

so you can see some pictures on the other page as well

mhm

and it was also sort of er sponsorship and then we have er here the list of sampling activities we have done for [org5] [thing1] from july till now so the first pictures you see here is er the movie festival in [place3]

you have many festivals actually

also

yes

very nice festivals

mhm

well the one the one which is very erm attractive for all the westerners i mean to some of them who like it who like the things differently is er a fe stival in guca

mhm

which is the trumpet contest and a festival and the biggest of its kind

mhm

but it 's really it 's really party in erm

whe- where is

ethno way

in a very erm

wh- where is guca

where it 's central serbia somewhere but it 's er y- you can

but it 's more xxxx

xxxxx

all o-

if you know xxx

it 's more african

m hm

or iented

a mountain

n o

no no it 's xx is it

no

it 's really ser bian bəbəbəbə bəbəbəbə bəbəbəbə

ah

the trumpet

a ha

okay and the er hh well all the p-

every one is dancing and they all are drunk

have you ever heard about kustu- kusturica do you know kusturica and the music

you know kusturica

erm kusturica kusturica

the time of the the

the

yeah it does n't matter

the film xxxx

the re d - er er xxxxxx

it 's he 's he 's the mo- he 's the movie director and er

a ha

er he he 's the famous he has famous movies where there 's a lot of serbian ethno music involved

i thought you were mentioning his movie that you have seen somewhere

ah a

mhm

com posed by mist er bregovic who is giving who is giving no it does n't matter it 's a big it 's a very big contest

okay yeah

a nd the whole city of guca you have a lot of tents

mhm

in the middle of the city and er you can eat a lot of serbian ethnic national food like er pleskavica and cevapcici that you know and some other stuff hh

mhm

sausages

sausages you have girls dancing on the tables you have er hh er all the trumpet orchestra of

you can sleep here

of this party

yeah

and this is this attracts a lot of people be cause

i can imagine

e r this is the place where all of your basic instincts could be ful filled

all

all

o kay

most of them

well you said all

no xx well

it there is a possibility also

okay

it 's most of them

so you mean you do n't have to be shy

you do n't have to be shy

you can you can express

that that 's a party for you [S5]

y- you you can you can express whatever you want to

right

you can do whatever you wan na be

with with kid

feel yourself at home on the table

yeah

you do n't need to be dressed up

but anyway we

so you do n't have to participate on the press con ference instead you do this festival

that 's not that 's nothing for me

but we did n't decide to erm combine it with [org5] [thing1] be cause it 's more ethno it 's not so trendy it 's not

the animal instinct

hm

yeah nothing to do with with b- er just just

just touristic reason

be- because you said we er or some body said you we have a lot of festivals

mhm

so we edit one which is not here but it 's not for our products you

we would n't like any one to er relate

any of our pro ducts with er

to to

to our folk music

xx xxx xx x xx

erm with yah this is good for the bee r for

yeah yeah

peep- for meat producer s for the erm meat industry

xxx xx x xxx xx x xx x

okay

hm hm hm

so it 's e r sampling in central city area of belgrade in the evenings and er a fter noons

mhm

mhm

even at the beach

even on th- at the beach you see if you can see of [place4]

mhm

mhm mhm mhm

crash peppermint bombone

ah da

and we made it like this

it looks like [org9]

we made it like

mhm

haeh what which ones

a ha

okay it 's on the [org11]

x x xx

we have our own machine in our warehouse our people do it

yeah

yeah

yeah yeah yeah yeah yeah

they 're copycatting

so this is for the action when we want to put several things together so you have here er refills and er sour together with this for free

yeah

mhm

mhm

mhm

o kay

the other similar thing we do for [org17] is this

m hm

this is for free that you get from you and then we call it for mum and a kid

xx xx xx xx x xx xx

aha die mama x x x x

das ist aber nicht bloed

mhm

this ca- this action we call it for mama and a kid and this was meant for [org17] because [org17] un- [org17] unit has to be er rather expensive so we wanted to introduce [thing1] together with it

m hm hm hm

it 's for you xx

and this was at the beginning of the school when we asked for this we also made this action in [org27]

i like the idea

yeah yeah yeah yeah

yeah yeah yeah das waren die dings wo wir gesagt haben ob sie es brauchen xxx und die freuen sich weisst eh weil die haben wir da die sind beim xx herum gelegen ja

just put it please please put it all with in i- in this bag it 's for you

you really use our old stuff

yeah

another one aha this is xx

mhm

mhm

that 's a [org5] bag

yes this is [org5] bag that we give er o- on our sampling activities as gifts on street events as well

naja aber zum samplen also die idee gefaellt mir sehr gut i really like this idea

und wir haben noch voll viel [org5] spender

m hm mhm

[S7] invented this packaging

yeah i like it

because we were thinking how to put it all together er for for the

yeah yeah yeah yeah yeah

cheap money i mean not to have any cartoon at it anything that would er put mo ney

yeah yeah yeah yeah yeah yeah

yeah yeah yeah yeah

and the foil

yeah

in the value

and it 's done in your warehouse

yes

hm

by your own people

this is very nice

yes

mhm mhm

m hm

and here they are now x but they could n't er put er the picture like this so they say that this is

mhm

free of charge mhm

gratis yes

mhm

hh now we co- come to our buy and get activities that we mostly do in er er wholesaling companies and er in our direct distribution so if you would like to explain this

xx x

hhh well the idea is always to get to buy s- to buy and to get something for free huh and it 's always with this counts and always with hh with gifts

m hm

and the incentives and the the incentives x goes to er to to er to clients making purchasing orders and also the incentives are for the er for the sales reps to push things

mhm

so basically there is always the er the strict assortment the er b- the the compulsory assortment that you need to buy and then there is always a choice

x xx

a nd e r there is the er merchandising standard that means that for example [org5] [thing1] has to be at the checkout i mean the checkout in a small shop or beside the cash desk

mhm

and then they get some gifts

they get gifts they get additional discounts and they get er special payment terms

mhm

and t-shirts and caps and

yeah

mhm wow

things like this

a nd e r also the er the sales reps having a certain number of ac- o- of actions done like that

mhm

purchasing al- order complied with the rules they get bonuses

this was ab solu tely great succe- a great success this

yes

mhm mhm

mhm

yeah yeah with the erm

all the shops even those that never had er

mhm

dispensers in their assortment

xxx xx this

mhm

want ed to have this

this is for me right

this is f or you yeah

thank you very much thanks

this is what what we were able to organize that quick

okay thank you very much

but you know we tried to get the big one

yeah okay

i like this idea as well very nice

and the xxxx is as well

o kay thank you

mhm

and what

it 's a very good use of the of the free dispensers

mhm

yeah but of course thanks to you because you when- whenever you offer us something like this then we er can be invent ive to do something

and and and we get the refills for fo-

yeah

yeah yeah yeah yeah to do something with it yeah

x x xx

so you have pictures here of the positioning here come position xxx this time without the maxi with some er new positionings

and there is the [org13]

yep

right

well these are empty because you see when it 's ta- e r when the picture was taken

xx

xx xxx x x xxxx

the the the er y es the pic- the [org13] was hh there were make- they were putting the new shelves on their checkouts

m hm

mhm

so these are all new and we were in when it was filled it was but now it is how it looks like

mhm

the hangers

yeah x xxx x xx xxx xx xx

you can see the hangers here use them

the hangers is there

mhm

so [org22] did you know that [org22] is bought by [org28] now that 's why the

this is called M [org22]

m [org22] name new

mhm

bless you

bless you

x xx

das ist es schon auch schoen hm

mhm

ist schoen gell

hab ich gesehen ja

and the bracelets

xx xx mhm

und das klumpert geht auch

x

ah ja

siehst du 's

mhm

xx x xx xx x xx xx xx xxx

hm

hh mhm

this is little bit hi- high up this is

but they do it because erm they say children steal it because it 's open the boxes are open

it 's sold that by piece

mhm

so they want er par ents to give to children that 's why they put it so up

m hm mhm

this is something we are trying to er correct

mhm mhm

y- there you remember it there this is the new e r th- the new ca sh and carry we went to and there have also wh- wholesaling

yeah

uhu

hh part of the company

mhm

owned by [org29]

yes

mhm

yeah and [org28] but i think at [org28] you have seen and this is the shelf that we have er rented for the action here

for two weeks or or

mhm

for a month

for a month

no it 's a front shelf

mhm mhm

ah it 's again yeah like you did last year

yes yes we always do it in this part of the year

mhm

because this we do in in belgium as well but just for one week

well the prices i g- i i reckon prices are not the same

a whole a whole

right mhm

you you see here that i- it says permanent low price

mhm

here permanent it means at least three months hh so for the for the for one month they are in the leaflet

mhm

they put us on this shelf

and three months they have this price

hh

mhm mhm

[org5] and [org7]

yes

there is [thing4] next to [org5] already

you see

so [org17] [thing4] again near near us

yeah

here 's a design xx

xx

just waiting to be conquered

yeah xx x xx x xxx xx xx xx

x xxx

then [org16] you know [org16] petrol stations

mhm petrol station

er we are e r on the special display and on the checkout

mhm

and down there on on this shelf where they put everything which is f or children and do you know this article this is er [org30]

they 're making the bo ttles

yeah yeah

this is [ORG30]

yes

this is these are the bottles

ah da sieht man 's schau her da ist die tube drauf da

yes

and you can see [org12] toys

xx

it 's doing well this bottles

a h the bottles in the sea son in the season for the special er special shops petrol stations we we have ordered it you can see [org12] toys and erm and [org5] po- e r

interactive

interactive down there

mhm

now we come to the

very impress ive

yeah x x xx xx

hh mhm

so expenses you read it when you 're alone

i got already

and we come to sales figures which is more important for you at the moment

a box

wow so many activities

ma ny activities yeah

hm

yeah these are for two three and a half month s

you have all our activities before in in the report

yeah yeah sure

the list ing matrix

that we gave you

we are basically at every checkout in every at every in every key account in the country now so er

and the new position in [org13] which is marked down there

[org13] is new

mhm

mhm

and we have also list in [place17] for for [org5] [thing1]

has n't changed because w- w- we already had the er

mhm

you said yeah

yeah we already had the the check outs

xx as well

hm w- when whe- the

x xx xxx xxx

xx xx last

the last

yeah hm but immensely

and [org31] it 's it 's

xx xx x xx xx xx

yeah at just when when at the [org5] [thing1] listing matrix er [ORG14] is not

question mark any more but it is there y- you have seen it

ques- i- it 's don e it 's in the picture so

because xx yea h

yeah

mhm

but [firstname8] made a mistake he did n't

ye ah

yeah put it

included it

yeah

so it 's new listing [org14]

and [org31] it 's it 's still under negotiation or

it 's still under negotiation and it is listed okay xxx x xxx xxx xx xx xx xxx x xx

no no just [org14] is a m- er is a mistake here he forgot to correct it

erm [org14] is a mistake yeah

mhm

no it is information you gave me on this

[org31]

[org15] look we have start ed

w- working for example two new variants of [org9] last year and we are still not listed with those two becaus e they are they 'r e in serbia they 're operate like that they 're very slow and they cha nge the twice the mana ger

mhm

mhm

and er the manager is not sitting in serbia but somewhere else so without them er with out him they can not do anything yeah

yeah you ca n't reach them x

mhm

so you have s-

what interests [S6] the most

the plan for next year

this is all

but we have

this is all what interes-

interest me most

up to now

we have now division by customers it is er m ore important for you [S4] because you know them

mhm

then sales by territories which is be- belgrade as usual the strongest specially in er dispensers

dispenser

mhm

xx xx x xx

no

xxx xx

hm e r may i have a question i i do n't understand this hh er for example [org10] you have got three [org10] s

yes

yes in serbia

okay hh and what what do you mean by twelve twelve these are the checkouts or

check outs

okay the number of checkouts

yes

number of checkouts

okay thank you

but what 's sur prising me in the south serbia we have ten per cent of dispenser sales but only five per cent in

and the basement dann sind zwoelf boxen

[thing1]

also beide sind sind gelisted

sind im checkout ja ja ja ja

in refill sales

ja ja

in the south serbia

yeah

i expected it the other way around

no because er er in south serbia it comes from the black market

hm from kosovo

from kosovo and in kosovo it comes i do n't know where from because er [org8] is also not er purchasing er refills as you know but o- only o- dis- dis-

just figures

just dispensers

mhm

dispensers

because e r black market there is very strong

and bracelets when he can have them

mhm

so e r

x x xx xx x

the the the

on the black market

no

he 's purchasing bracelets when he can have them

and dispensers and he does n't o rder

oka y

xx xx

refills at all and this the same in south serbia er the the refills come from somewhere for a very cheap price so that 's why we can not sell it there very well

yeah

it was al ways like you said it is it was al ways that in south serbia in in the years before in the past we had much better sales of re fills but not at the moment and this is the impact of

mhm aber einen haben wir gefunden oder

black market

south serbia er this is a part near the kosovo border and this is the problem of hh

mhm

kosovo black black mailing i- no- not black mailing but er

or from bosnia

black marketing

black black black marketing

but

it could be that also comes from bosnia there is the part of serbia called [place5] it 's between bosnia and kos ovo and serbia

mhm

so they smuggle it somehow without paying all the taxes and er it 's very cheap so

yeah

one way we found one way of smuggling

what

and we will stop it

rea lly okay

we have er we have noticed that t- this is er de creas ing i- in belgrade

mhm

mhm

yeah

it should

but still they have

some some quan tities

some quantities

but with an the re structuring of [org5] hungaria we are now try to find this kind of

yeah we heard a bout it from hungarians

sources

holes

sources

all the holes

and one definitely we found

the ho- the holes that are l- leaking

all the bla- a- all the black all the black holes

yeah hh you 've got it for montenegro afterwards the sales figures

it 's not so interesting because you do n't know this model let 's call them chains

mhm

that 's just for your information we put it there

hh er one thing er f- for montenegro is for you to know it 's six hundred thousand

people

people

yeah yeah

out of which two hundred thousand is living in the capital so thirty per cent in erm podgorica hh a nd seventy thousand

podgorica

so it 's the strongest part of course

in [place6] where our company is based which is fifty kilometres from podgorica

this is really a small area

hhh so ba- basically the er er the the central is the cen- the th- if you if you look it by territories the sixty per cent sa- the sixty-seven per cent share of sales is due to the fact the simple fact that half of the population lives

mhm

or more th- more than the half population lives in po- in those two cities

mhm

and the er all the purchasing and much of the much of the er the national product is comes from from those two cities so

mhm

xx x xx xxx xxx xxx

mhm x xx xxxx

hh so we g- gave you a sales in montenegro month by month for serbia

the for serbia you

and and for altogether [S4] has

xx

from our stock and sale report

yeah

yes a nd [firstname8] sent me even quarter three of kosovo

ye ah and this is now let 's see

yes

so you have it for kosovo

i hav e kosovo the whole ye- also until end of xxxx

hh so [S6] forecast two thousand seven this is what interests you so forecast two thousand seven in euros

the sure one

the sure one in euros i expect six hundred and six thousand

without [thing1]

without [thing1]

with out [thing1]

to be on the safe side but we always hope to do more

hm mhm

we always know you do

a nd then

the next page you got the dis- the the dispenser assortment [S4] which is

app rox

mhm

okay

approx imately

without knowing news from your side

mhm

so we 'll show you afterwards

okay thank you it was very impressive all the activi ties you 're

thank you

you have done for [org5]

you 're always is a big challenge for me you personally so

only in a couple of months

this was yes is it 's done since they you you 've been to serbia the s - twenty-seventh and twenty-eighth of june hh and s - since then

mhm

hm

wow ich klinke mich aus gell

ja

so when you come now to de tails i will jump out and see you later

okay

okay ok ay okay

thank you very much

see you later

thank you for your time for support

i will show to i will show to the big boss he have to see this

m hm

okay

yeah thank you

we have posters here as well

bis spaeter

y ou have posters if you want to to have one to have couple of them with you

this is ho w it looks like

mhm

mhm ah they x the stick ers

and some of those i gave you before

yeah this yeah thank you and these you had to prepare by yourself as well or is it

yeah we we print them

yes yes

from [org19]

we print them and w- we have the army of girls in the warehouse ptʃ ptʃ ptʃ ptʃ

wow

mhm

so if we can make it e r through the factory production it would be zero but this was the quickest way to start with

maybe we have a short break hm

yeah

yes cad- could i er where where can i smoke outside

sure

okay

no i mean outside of the building i 'll go out

no we have downstairs we have a a smoking room

[S7] let 's go

[firstname9] will [firstname9] will show you be cause he 's a smoker as well

xxxxxx