People Gallery
Ricardo d'Avila (Founding-partner)
STRATEGY, CHANNEL & PROCUREMENT
Ricardo’s career started in 1997 at Legrand, where he experienced many roles and assumed commercial, product development and marketing responsibilities. He moved to Sonepar in 2007 as Marketing Director for South America. He was subsequently appointed Chief Operations Officer for the region and served until 2011. In the same year, he moved to Geneva, Switzerland from São Paulo, Brazil, where in the Sonepar headquarters he was International Head of two product divisions and later established the International Marketing team as International Market Director until December 2017. Ricardo supported the American electrical manufacturer in 2018 in its channel development in Europe and Brazil with double-digit performance delivered. His consulting journey at Expansio started in February 2019. He studied to be a Civil Engineer at Unicamp, one of the best universities in Brazil, and has an MBA in Executive Marketing and HR. Ricardo has also done an International Leadership Program at INSEAD. He has two globally leading B2B multinational companies in his professional background, as well as 10 years of experience as manufacturer and another 10 years as distributor/wholesaler, possessing both views from the two sides of the table. Born in 1975 and originally from São Paulo, Brazil, he has Italian citizenship and a definitive Swiss visa, having lived in Geneva/Europe for more than eight years. Ricardo is passionate about people and cultures, rending his move to Geneva a natural fit. In his free time, he runs a social project which supports Brazilian students from low-income families.
Steve Luczkiw (Executive-partner)
DATACOM-DATACENTER TECHNOLOGY
Steve’s career started in 1985 at BICC Group plc, one of the largest cable manufacturers in the world. There he was responsible for International Sales & Business Development of Industrial and Data Communication cables. In 1990 he moved to Milan Italy working for BICC Ceat Cavi and spent nearly three years significantly growing the business.
Steve joined Panduit Europe in 1997 and his first position was as Export Manager focusing on the emerging markets. For a year he was based out of Warsaw where he established a regional office supporting Central, Eastern Europe and the Middle East. He was subsequently promoted many times and headed up several key functions such as Sales, Marketing, Pricing, Customer Service, Channel Programs. In 2014 he became SVP/MD for Global Corporate Sales and Marketing and became a member of the executive leadership team based out of Chicago.
Steve brings a wealth of experience to Expansio, having spent over three decades in the Electrical and Data Communication Market. At Panduit he was responsible for all partner engagement and relationships across the globe. He is an expert in developing and implementing go to market channel strategies and worldwide partner programs.
Besides his native English, Steve speaks fluent Italian and Ukrainian. He has a degree in Electrical Engineering and an MBA from Kingston University London (specialised in strategy and marketing). He currently resides in London UK with his wife Tanya and two young children.
Cassio Omura (Executive-partner)
BRAZIL-LATAM REGION
C-Level executive with more than 30 years experience, working for manufacturers and distributors in the Electrical, PPE’s, Industrial Automation and Datacom industries, serving the most different verticals throughout the Brazilian national territory.
Solid knowledge in general management, Strategic Planning as well as how it works the brazilian market in a holistic manner.
Degree in Electrical Engineering, Marketing MBA – Fundação Getulio Vargas and specializations at Babson College and the Insead Institute. Speaks besides Portuguese, your mother tongue, English, French and Italian.
Main Projects & Results:
-Rosa Leal Group, Sonepar company:
As Managing Director, Cassio was responsible for the Turnaround, where after an intense and major restructuring, he managed to reduce Opex by 33%, increasing the margin by 2pp and gaining market share (3rd in 2014 to 1st in 2016).
-Dimensional, Sonepar company:
Territorial Expansion Project resulting in exponential sales growth - average 35% over 5 years, maintaining margins and maximizing the company's existing resources.
Expansion of Product and Service Offering, increasing revenue in existing customer base, driving 50% increase in business productivity, sales growth and EBIT.
-Siemens:
As BU Head, Cassio was responsible for improving the existing turnaround plan, increasing the productivity as well as conduct a new G2M strategy the result in a considerable sales growth.
Jochen Moll (Executive-partner) Digital / CTO
DIGITAL - Chief Technology Officer
Jochen Moll is a strategic and energetic executive who has a broad experience in B2B, B2C and IT management. As the CEO of JM Consulting it is his ambition and passion to help his clients to successfully accelerate their digital journey with a clear focus on their customer’s needs and by digitizing their strategic and operational processes.
Most recently, he was Chief Digital Officer of Sonepar, a world leading B2B distributor of electrical products and services and spearheaded their digital and ecommerce strategy based in Paris, France.
Jochen has also served as CEO of Intershop Communications AG, a global B2B and B2C ecommerce platform provider. Prior to his position at Intershop, Jochen has a long and successful track record of different management and executive positions at EMC and IBM Corporation. He has worked in multiple national and global positions gaining deep insights into different industries from an IT vendor perspective. The combination with his experience working on the customer side within the B2B industry gives Jochen a unique understanding of the challenges of large enterprise and mid-sized companies as they transform their business models.
Jochen has completed different executive trainings at Harvard Business School in Boston, MA,. USA and at INSEAD Business School in Fontainebleau, France.
He is currently based in the Frankfurt area, Germany.
North America Region (Executive-partner)
Executive partnership under development...
Apac Region (Executive-partner)
Executive partnership under development...
Our Services
Strategy | Market & Channel Development
Having international strategy and commercial excellence in our DNA, we help you define market, channel and/or account development strategies.
Whether a global company willing to maximize its distribution approach, a medium-sized European business seeking to open new channels in Brazil, or a small international business seeking electrical equipment manufacturers to complement its offer, we can be your consulting partner to accompany you through each project.
Strategic Procurement Support
Looking for partners to complement your portfolio? No matter what product or technology you are looking for, we can leverage our extensive manufacturers' network to select and approach the suppliers that best match your requirements.
Beyond establishing connections, we can facilitate the full process in terms of partnership and supply chain.
Operational Support
We are technology experts, and being in the field is our background and passion! Beyond strategy definition, we bring full support in terms of operational implementation, follow-up and management.
Years of experience in the field have made us capable of providing best-in-class customer and market development support.
Our Unique Expertise
Electrical Materials Experience
With an extensive range of technologies and increasingly impacted by digitalization, the electrical market is dominated by giant manufacturers and brands (i.e. ABB, SCHNEIDER ELECTRIC, LEGRAND and SIEMENS), and a very fragmented distribution channel is still present.
Our wide experience at top manufacturers, as well as one of the two leading electrical distributors worldwide, we bring a wide range of international capabilities and expertise in the global electrical market, from both manufacturers' and distributors' perspectives.
European Market Experience
How to enter, how to build success, how to handle and sustain it in a complex market? That is a key question in Europe, a market with many countries, many cultures, many local regulations, and different price-cost levels.
Our know-how and approach come from our long experience in the market, with a lot of successes as well as a few failures: real life learnings that we now leverage with our clients.
Brazilian Market Experience
Economic instability, size, population, tax laws, political system, cosmopolitan culture, labor laws as questions, but economic potential, resources, digital and people as affirmation.
With our understanding and experience in this unique market, we can help you solve the complex equation of reaching success with profitability.
Our Partners
