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Pinpointing sustainable growth and new revenue
strategies
Eduardo SmithVice PresidentRBS GroupBrazil
PINPOINTING SUSTAINABLE GROWTH PINPOINTING SUSTAINABLE GROWTH AND NEW REVENUE STRATEGIESAND NEW REVENUE STRATEGIES
WAN/IFRA
EDUARDO SMITHVP GRUPO RBS
GRUPO RBS BRAZIL
LARGESTmedia group in Brazil.3rd
THOUSANDemployees
6.5
21 TV STATIONS 8 DAILY
NEWSPAPERS
25 RADIOSTATIONS 11 DIGITAL
OPERATIONS
Executive Education Center ● Publishing House
Mobile Marketing ● Logistics Services
Music Label ● Live Entertainment Production
Agribusiness TV Channel ● Philantropic Institutions
NEWSPAPERpublisher2nd
SUSTAINING GROWTHMEDIA AND COMMUNICATION
new approach to old business ancillary business digital
REINVENT TRADITIONAL REINVENT TRADITIONAL BUSINESS TO POSTPONE ITS BUSINESS TO POSTPONE ITS REVENUE DOWNFALLREVENUE DOWNFALL
◌ Quantitative marketing◌ Small clients◌ CRM◌ Constant product updates◌ Sales channels
LEVERAGE THE LEVERAGE THE INFRASTRUCTURE TO MAKE INFRASTRUCTURE TO MAKE MORE REVENUES AND PROFITSMORE REVENUES AND PROFITS
INCORPORATE DIGITAL INCORPORATE DIGITAL THINKING THROUGHOUT THE THINKING THROUGHOUT THE ORGANIZATIONORGANIZATION
◌ Logistics◌ Print◌ Database Marketing◌ Publishing◌ Events
◌ Think different, think through the consumer perspective
◌ New people = new ideas◌ Technology and content◌ Digital paid-content◌ Classifieds online
DIGITAL PURE PLAYINDEPENDENT COMPANY
GROWTH THROUGH ACQUISITIONS CHALLENGES
• Acquisition of several companies
since 2008
• Independent structure different
mindset
• Understand what you want from a
target (product, people, clients)
• Be flexible in deal making to reflect
your goals
• Choose the right partners
• Align incentives with your partners
• M&A is not only finance
• Manage partners and a portfolio of
companies
• Deal with failure