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07/08/2018

Report of Aptos Global Gathering

Distributors’ meeting of Aptos threads and methods 2018

Tbilisi, Georgia
Radisson Blu Iveria hotel

On July 9th, 2018 there has been the meeting of Aptos Distributors held in Tbilisi, Georgia. The meeting was
attended by the following representatives of companies:

Aptos:
• George Sulamanidze - General Director
• George Lukiantsevi - Deputy Director (moderator of meeting)
• George Kajaia - General Director of Aptos Russia
• Irakli Mirzikashvili - CMO
• Zurab Gambashidze - Head of Export Sales Department
• Tamara Beshidze - Head of QA/QC Department
• Tsotne Tsertsvadze - CFO
• Zurab Katsia - Head of Logistics and Procurement
• Natia Shamatava - Head of Scientific Department
• Ilona Manukova - Export Sales Manager
• David Geladze - Export Sales Specialist
• Ilia Osipov - Export Sales Specialist
• Ana Gogichaishvili - Marketing Specialist

Distributor companies and representative attendees:

Representative Country Distributor company


• Anahit Zhamgaryan (Armenia) - PI Armine Sardaryan
• Mara Bontempo-Ross (Australia) - Mara Aesthetics Pty LTD
• Rossen Ivanov (Bulgaria) - Global Aestetics LTD
• Yuriy Titovets (Cyprus) - St. Sophia Int. Institute of Beauty & Health
• Tamar Melikishvili (Czech Rep.) - Aptos S.R.O.
• Serge Spermon (France) - Spega International
• Paris Giasis (Greece) - Dermaconcept SA
• Spyros Xenos (Greece) - Dermaconcept SA
• Yety Tjandra (Indonesia) - PT Lautan Luas Abadi
• Jessica Juwono (Indonesia) - PT Lautan Luas Abadi
• Mehdi Dehghani (Iran) - Mehrashkar
• Liat Malka (Israel) - Promedics Aesthetical Technologies
• Mona Mehdi (Lebanon) - Germanos Medical SARL
• Carine Germanos (Lebanon) - Germanos Medical SARL
• Renata Fraczek (Poland) - Aesthetic Concept
• Diana Baicu (Romania) - Estetica Top Medical
• Salem Adly (Saudi Arabia) - Pharoderma
• Johan Botha (South Africa) - Leenyx
• Jose Carlos Fonolla (Spain) - Sellaesthetic
• Senol Pak (Turkey) - Metspharma ilac Pazarlama ve Tic. Ltd. Sti.
• Tonyukuk Güher (Turkey) - Metspharma ilac Pazarlama ve Tic. Ltd. Sti.
The meeting has been opened by the presentation of Dr. George Sulamanidze about the sum up of 2016-2018
years of progress, ongoing status update and goals for 2020. The next presentation has been made by Mr. Irakli
Mirzikashvili about the new and upcoming projects.
After it each of company representative has presented their company and activities of Aptos in each country.

At the end of the day there has the strategic objective been outlined and Aptos team promised to work on
those issues for the next 2 years.

Objectives 2020

Objective Solution
Aptos products will the smaller number of threads The Idea of Aptos is to provide the method and not just
per pack thread, but we will work to develop packs with smaller
number of threads.

Develop Gynecological threads We are working on this issue. The new Gynecological
threads will be available in the next year.

Selling products on international congresses Due to the decision of management Aptos products
won’t be sold on international congresses.

Lowering Visage price We will work on this objective till 2020.

Sales managers training program We will train all sales reps till the end of 2018 per
distributors’ request.

Book of before and after pictures The project is in progress and the book will be ready
till the first part of 2019.

Book for on label usage The project is in progress and the book will be ready
till the first part of 2019.

Product catalogues Till the end of 2018 More user-friendly catalogues will
be developed.

Aptos conferences Per distributor’s request Aptos is ready to allocate


more budget on organizing Aptos conferences.

Aptosvideo.com Aptosvideo.com will be redesigned with more videos


in English, shorter timing and distributors will have
possibility to upload their videos in local languages.

Defining key points of success Define and deliver content about:


1. Patents;
2. USPs;
3. Standard work and product materials;
4. Tips and recommendations
5. Strengths and differences versus competitors.
On the other hand, to strengthen the business connections and relationships between Aptos and distributors,
to keep and increase the brand's positions and ensure a continuous level of development in the market, we
would like to summarize the recommendations to all our partners for the coming 2 year period:

1. The Distributor should provide the availability of the product to doctors in the local market and perform
all orders (as for trainings, as well as the supply of products) in the timely manner.
For this the Distributor must:
a. Conduct a large number of training courses per year;
b. Plan and organize periodic training courses in different cities;
c. To care for local trainer development and increase the number of local trainers;
d. To keep the necessary quantity of the product in the warehouse, in order to fulfill the order from the
doctor and deliver the products on time;
e. To have a proven and tested supply system and an optimal logistics model for the timely delivery of
goods to other cities;
f. Have a competitive sale price

2. Marketing activities:
a. Participation in local congresses
b. Active management of social media activities in the local language - posting and advertising campaigns
(campaign advertising);
c. Offer different types of discounts and promos for doctors and clinics;
d. Call for the local KOL doctors for training courses in Georgia by Aptos inventors;
e. Actively work with Aptos trainers and science department to prepare the publication of articles in the
local language for the different printed media;
f. Translate and print the promotional material into the local language.

3. Active communication and cooperation with the Aptos staff:


a. Active communications with the staff of different departments. Timely answer to questions or answers;
b. Filling out quarterly report forms on the agreed deadlines;
c. The active use of the intranet after its actual launching.

4. Annual growth of Aptos share in the thread lifting market:


a. Active monitoring and of competitors activities on the market (strategy, price, promotion, etc.) and
exchange of information with Aptos head office staff;
b. Monitoring of demand for thread technology and monitoring of dynamic change;
c. Annual growth of Aptos share in the entire market of threads. Provide relevant data to the Aptos head
office. If necessary, join forces to conduct market research.

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