March 6 – March 8, 2017
Marriott Hotel, Amsterdam
Presented to Berry Wiersum, CEO, Sappi Europe SA
Sappi Europe SA
On December 30th 2008 Sappi bought a large European Graphics paper business just before the financial crisis threw the market into a downward surge, further compounded by the disruptive effect of new electronic media. It was all hands on deck to keep the ship upright and the following 3 years were a story of high speed integration, cost cutting, capacity closures and refiguring the business as we got used to the idea that the decline in Graphics would continue over many years. By 2012 we thought we had it cracked only to be undone by the awfulness of 2013. Then we really went for it; root and branch change, starting with our business philosophy, through a revolutionary new go –to- market strategy, passing through growth investment in Specialities, upgrades to our Graphics mills, the re-engagement of all our people and surging back to profit. We have a name for it: the Sappi Performance Engine. A recipe for total transformation. If you want to know more, I will tell you about it at this year’s RISI Conference in Amsterdam.
Head of Research
Sappi Europe SA
CEO, Packaging Paper
Mondi Europe & International Division
CEO and President
Group Managing Director
Rigid Containers (Part of the VPK Group)
RISI has brought together a variety of leaders from various companies and sectors to discuss some important developments and challenges that lie ahead in Europe. Along with the obvious challenges that Brexit and its reverberations will create, the panel will discuss Europe’s place in the global industry and the market and consumer trends that are affecting day to day business in pulp, paper and packaging supply.
Magdalen College, University of Oxford
Three political shocks hit Europe last year. The first, Brexit, will have macroeconomic costs, primarily for the UK; it is also a big setback for European integration, but, despite all this, it is not a tragedy. The second, the election of Trump, could potentially turn out to be a tragedy for the world (and European) economy should America turn protectionist and unleash trade wars across the globe. Hopefully, this will not happen. Indeed, Trump’s policies might even lead to somewhat faster growth in the United States. The third, the outcome of the Italian referendum, has, so far at least, not had the negative consequences on the stability of the Euro which many had feared, but tensions inside the Eurozone could easily erupt again, especially if the European Central Bank reduces its quantitative easing (QE) program.
In 2016, the Brexit vote in the UK and the US election of Donald Trump as president have forced a rethinking of how governments look at globalized trade and protectionism, and what are trade priorities going forward. This presentation will examine how these developments are having an impact on trade priorities in 2017, both bilateral and multilateral trade agreements, as well as current legislative initiatives, including trade defense legislative changes following the 15th anniversary of China joining the WTO. In addition, we will look at the various trade issues raised specifically by Brexit, regardless of the arrangements ultimately agreed upon between the UK and the EU27.
Partner & Advanced Analytics Practice Director
Partner & B2B Marketplace Practice Director
This is for conference attendees only. Space is limited and available on a first come first served basis.
The New Era of B2B Sales: Moving to Insight-Based Sales through Analytics and Advice
71% of B2B customers are at risk based on Gallup’s latest research. One of the primary drivers of this is B2B sales people and account managers are not keeping up with the changing supplier-customer relationship. Historically, B2B sales people and account managers were the experts – the individuals with the most specialized knowledge concerning their solutions. However, with the increasing digitalization of data and growth in data science and analytics divisions at organizations, customers are more knowledgeable than ever and are expecting more from their suppliers. B2B companies must transition from their experience, solution and relationship-based customer management strategies to insight and data-based strategies that demonstrate unique business understanding and help proactively solve customer questions.
Gallup’s Latest Research and Best Practices on High-Performing Organizations
Build insight-based customer management strategies
Align sales, account management and analytics functions
Generate unique insights through advanced analytics, alternative data and effective customer collaboration
Head of Sales
European Energy Exchange EEX AG
In today’s volatile energy markets it has become ever more important to hedge your company’s exposure to the fluctuations of power and gas as well as coal and freight prices. After Enron in 2001 and Lehman Brothers in 2008 wholesale energy market participants are very aware of the credit risk in the market and therefore use centrally cleared futures and options such as those listed at the European Energy Exchange to hedge their exposure. The presentation will focus on how companies in energy intensive industries can hedge relatively complex portfolios using standardized products in the wholesale market, thereby reducing their cost of energy, and at the same time, by accessing a centrally cleared market, reducing their counterparty credit risk.
Risk Management Consultant
While most commodity industries embrace futures exchanges to price their products and manage risk, the pulp and paper industry virtually stands alone in its hands off approach to proactively managing price risk. The majority of pulp and paper products are priced month to month presenting a substantial risk to shareholder value considering the industry’s highly capital intensive nature. This presentation will focus on what makes pulp and paper’s pricing system different among commodities, what related risk management issues producers and consumers must face, what investors want, and what measures and markets are available now and in the future to address these differences.
Associate Economist, European Packaging Paper
Location: DeLaMar Theater
The Confederation of European Paper Industries (CEPI) new Director General will give an update on the latest progress being made on the 2050 Roadmap, first released around five years ago. The Roadmap review will cover what extra investments need to be made to keep the Roadmap on track and align the conditions needed to decarbonise industry while growing its added-value. The Brexit and how it might affect CEPI members and the European pulp and paper industry will also be covered.
Director and Head of Research Products
Rising geopolitical risk, of which Brexit is just one of several, is increasingly challenging traditional trading patterns. Meanwhile, a near-decade of slow world trade growth has placed mounting pressure on logistics service providers, forcing consolidation as well as dramatic financial failure, as in the case of Korean shipping line Hanjin, causing significant supply chain disruption. The convergence of these themes is creating a perfect storm for manufacturers and their supply chain partners as they face rapidly rising costs and greater risk exposure to more unknowns. Understanding these themes, the issues at stake and how to best manage businesses through these challenging times is critical. I will explore these issues as they relate to the procurement of logistics services, with a particular focus on ocean shipping, and suggest remedies and opportunities.
Vice President, Fiber
Group Managing Director
Rigid Containers (Part of the VPK Group)
Brexit, in whatever form it will take, will impact on every sector of the UK economy. We have already seen dramatic moves in the value of the Pound Sterling against the Euro and US Dollar and threats to divest in the UK balanced with confirmed commitments to keep investing. Richard talks about the Brexit vote and its impact on the UK corrugated industry from a Confederation of Paper Industries perspective and from that of running an independent UK corrugated producer who has invested heavily in recent years. What will the future hold for market growth, raw material supply, skills availability, cost of capital equipment and the availability of inward investment?
There are several indicators that point at a possible re-assessment of media plans and media budget allocation by marketers and their agencies. Some have to do with the inability of digital channels to demonstrate convincing advertising effectiveness data. Fake news and the filter bubble do make the level of trust in media types and media brands more important. And relationships between brand owners and their agencies might get under pressure because of the lack of transparency of transactions between those agencies and media owners. Not only do these developments point into the direction of re-assessment of media plans, print media advertising could and should benefit from this ambiguous situation.
Specialty papers and paperboards represent a part of the paper industry where demands are more specific and tailor-made products are required, creating possibilities for adding value. The industry is dynamic, with the coming and going of specialty paper producers. In this niche, technology and creativity are important tools. Based on the AWA Specialty Paper and Paperboard Market Study 2016/2017, this presentation will provide paper and paperboard grade definition and classification, insight in global and regional market sizes, understanding of market and application segmentation, including growth and decline, and information on trends and developments impacting the key specialty paper and paperboard grades business.
Vice President, Fiber
Two Sides UK
Two Sides was created amidst frustration that, despite clear commitments to meet environmental challenges and tangible evidence that production efficiencies and responsible forest management have led to an increasingly sustainable industry, the public still sees waste and forest loss associated with our activities.
In the consumer’s eyes, NGOs have more credibility and yet there are pressure groups who often exaggerate and make sometimes completely false statements about our industries’ activities. And whilst the forest, paper and packaging sectors work hard to reduce environmental impact, we have allowed others to set the sustainability agenda, audit our operations and develop standards by which consumers can measure the relative environmental performance of our companies and products.
There is, however, evidence that public perceptions are challenging, for the better, and also that consumers are now recognising that marketing statements that ‘going paperless’ will ‘save trees’ and ‘help the environment are blatant greenwashing. Companies are also taking action when they see NGOs damaging their credibility with customers.
Martyn will explore these issues and explain how Two Sides continues to challenge the myths about our industry and set out the facts.
The global tissue business is currently in a good move, and the market volume records new peaks year after year. In 2015, global tissue consumption grew strongly at a rate of 3.9% and almost reached the benchmark of 35 million tonnes. The 2016 figures are not yet available but there are good indications that it was also a very good year, and most likely with more than one million tonnes of additional consumption so that the level of 36 million tonnes was exceeded.
But some new risk factors have recently emerged, such as Brexit: what could it mean for the European tissue business? And the second risk is what will happen to free tissue trading with increasing protectionism and possible penalty duties by new administrations, Trump in particular? These are some additional topics discussed in this presentation.
Chief Sales Officer
Technology can be considered traditional when it remains unchanged throughout the years and when it reaches its maturity stage. The products are more and more similar and the possibility of differentiation is reduced.
The need to stay competitive on the shelf and to the decrease manufacturing costs do not often match together without affecting the customer experience and the brand image.
Something revolutionary and very new is happening in the market. The tissue converting industry is going through a worldwide innovative era.
Through a journey started 20 months ago and crossing the 360 meridians of our globe we would like to narrate the new and exciting phase of the tissue rolls production.