1. FDE Breakfast Briefing 2012:
Targeting Global Cost and Cash
Management Improvements
Presentation Title Goes Here
8th June 2012
Hotel De Europe
Amsterdam, The Netherlands
© 2012 Copyright Genpact. All Rights Reserved.
© 2012 Copyright Genpact. All Rights Reserved.

2. 2
European Player to Global Company
•Heineken has undergone a major transformation in the last 10 years
•It is the third largest player in the beer industry
•Heineken now generates two thirds of its volume in the emerging
markets and half their profits
© 2012 Copyright Genpact. All Rights Reserved.

3. 3
Total Cost Management (TCM)
•Heineken was focused on cutting costs without reducing growth
•To do this, a strategy to manage the cost programme on a
gross saving basis was adopted
•Rene Hooft Graafland (Heineken’s CFO) split the two with cost
savings on one hand and cost increases and investments on the
other
© 2012 Copyright Genpact. All Rights Reserved.

4. 4
Hunt for Cash (H4C)
•In the same year as the TCM, the company changed its focus
from profit to cash flow
•Heineken increased its cash conversion ratio from 48% in 2008
to 148% in 2009.
•The H4C program started as a defensive response to the
economical crisis in 2008 and since then it has been a tool for
growth
© 2012 Copyright Genpact. All Rights Reserved.

5. 5
Finance as a Business Partner
•Identifying where cash is trapped in an organisation is not
always that easy.
•Tiger Tyagarajan, CEO and President of Genpact, says the
answer lies in a thorough examination of processes from end to
end.
© 2012 Copyright Genpact. All Rights Reserved.

6. If you’d like to learn more, visit:
http://www.genpact.com/home/targe
ting-global-cost/
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You!
www.genpact.com
© 2012 Copyright Genpact. All Rights Reserved.
© 2012 Copyright Genpact. All Rights Reserved.