Presentation is loading. Please wait.

Presentation is loading. Please wait.

International Trade Shows For Lifestyle Industry.

Similar presentations


Presentation on theme: "International Trade Shows For Lifestyle Industry."— Presentation transcript:

1 International Trade Shows For Lifestyle Industry

2 Problems of Thai exporters in Lifestyle Industry Losing the competitiveness in term of Capability, Pricing, Merchandising and Logistic. Unable to forecast and control the sales volume. Peak – Off peak buying season / Capacity utilization control Mostly depend on the trade fair

3 International Distribution Value chain Chain stores Mass Merchants Chain stores Special Stores Dep. Stores Mail Catalog Boutique Retailers Project Interior Designer Sales Rep. Distributor Wholesaler ImporterManufacturer Distribution Channels Through Sales Rep. Channel Typical ChannelCorporate Customer Channel Own Brand Channel Logistic Operator Customer Service Country Border

4 Type of Customers Account in the Value Chain Direct Import Importers Mass merchants / Hypermarket / Discount stores Lifestyle stores Home improvement centers/warehouse membership clubs Craft/fabric stores/chains Department stores Full-line operations Others Regional / Local / Domestic Home accent/gift stores (Boutique Stores) Direct-to-consumer Retailers Traditional furniture stores Interior designers Department stores Full-line operations (Replenishment Program) Museum shops Others

5 TRADE FAIRS FOR DIRECT IMPORT INTERNATIONAL TRADE

6 Gifts, Home Décor and Home Textile

7 Ambiente & Tendence Messe Frankfurt Japan Others

8

9

10 Hongkong International Gifts Fair Hongkong International Houseware Fair HKTDC

11 Admission :Trade only. Visitors under 18 will not be admitted. Admission Fee HK$100/US$15. Organizer :Hong Kong Trade Development Council in cooperation with The Hong Kong Exporters' Association Major Exhibit Categories : Advertising Gifts & Premium Corporate Gifts Fashion Jewellery & Accessories Figurines & Decorations General Gift Items Green Gifts Luggage & Travel Goods Packaging Party & Festive Items/Wedding Favours Personal & Well-Being Gifts Pictures & Photo Frames Stationery & Paper Tech Gifts Testing, Inspection and Certification Toys & SportingGoods Umbrella and OutdoorGoods Watches & Clocks Trade Services Statistical Data : YearNo. of ExhibitorsNo. of VisitorsGross Area 20114,074*46,01988,035 sq.m.

12

13

14 Welcome to Christmasworld

15

16 Heimtextil is the biggest international trade fair for home and contract textiles and the global benchmark for quality design textiles of innovative functionality.

17

18

19 Marketing strategy Tips & Trick Objective : Boost up export sales Focus on Big Guys or New Stars Focus by SKU / Items Find the key person – Study, Analyze, Strategic offering Wholesale branding – Not ready for End-user branding

20 Global Gifts and Home decorative items Import

21 ABROAD REGIONAL / LOCAL / DOMESTIC TRADE FAIRS

22 (Sales Representatives /Sales Reps) Regional Reps Account Reps Showroom Reps

23 US. Trade Center Locations Las Vegas Atlanta Highpoint North Carolina New York Seattle Washingt on Los Angeles (L.A.) California Dallas,Texas Chicago

24

25

26

27

28

29

30

31 Abroad domestic business Wholesale price / Landed cost Distribute directly to the stores or customers DC. Carry the inventory / Absorb the return policy Very small order : can be 700-2,000 usd. Can be own brand channel

32 Comparison Chart Direct ImportUSD.Domestic TradeUSD. Investment per show 18,000-30,000Permanent /Temp Per show 10,000-25,000 Ave. order5,000Ave. order1,200 Qty. of PO per show 5-20Qty. of PO per show Ave. revenue per show 25, ,000Ave. revenue per show 48, ,000 Production Profit 20% 5,000-20,000Gross Profit per show 28,800-72,000 Fixed Expense per year 15,000x12 180,000 Repeat Customers0-2Repeat Orders0-6 GP per year 4 shows per year 20, ,000GP per year(4 shows per year) -64, ,000

33 Pros Higher sale price Less price war Can build the own brand Easier to forecast the sales volume Able to manage the hedge of the currency exchange Long term growth/ More negotiation power Suit for the limited production capacity items

34 Cons Bigger investment Higher fixed marketing expenses Need more budget to carry the inventory Very small production batch Need to absorb the return items Need more market knowledge for design, development, merchandising, positioning and pricing

35

36

37

38

39

40 SHOWROOMS

41

42

43

44

45

46 Headquarter Thailand Vendor Evaluation Selection & Development Products & Design Selection & Development Market segment SWOT-Five force analysis For each products/vendor Merchandising Marketing plan Sales tools preparation Operation, Production Shipping Logistic And Financial Plan Production Materials Design Costing HR Workmanship Machines System SWOT Five-force Entrepreneurship Development Industry study Products study Competitors Comparison Products select Benchmarking Packaging Testing Design Theme Design Coordination Core competitive search Samples production Inventory data system Documents Paperwork Production planning Samples shipment plan Shipment plan Accounting system Financial projection Money transaction Market size evaluation Market channels research Distribution channels Target market analysis Pricing strategy Core competitive building Add up more strength Marketing strategy Branding strategy Positioning strategy Brand Identity design Catalogue design Display design Shelving design Company profile Brand story Photo offer Sales kit Marketing campaign Premium AD. Launching program Headquarter Function

47 Regional Operation Showrooms, Events, Marketing Campaign Inventory Management/ EDI/ Warehousing/ Distribution and Logistic Brand Building Sales Troops Nation wide Customer Service and Customer Relationship Management Leasing Facilities Display design Maintenance Operation Dealers party Event set up Campaign set up Coding system Products data system Order Entering system Packing/Unpacking Picking /Repacking Shipping Invoicing Import clearing Daily customer response Order tracking Shipment tracking Return policy Customer information Customer feedback Dealer supporting program Media Ad Promotion Point of sales marketing Across the line promotion Premium promotion In store promotion Dealer supporting program Sales hiring agreement Sales commission policy Sales contract Sales kit distribution Sales incentive Sales reps Recruitment Sales reps Conference Sales target & forecast Implementation Monitoring Market feedback info. Accounting and Back Office Law IRS Working permit Visa Accounting Banking Payment collection Credit control Financial management Commission management Regional Office Function

48 Creative Marketing Strategy for Thai Exporters Product development : not enough Channels Development All supply chain information knowledge Biggest No. of End-users : Winner &Highest negotiation power Total competitiveness building solution Low cost brand building

49 : Gifts and Decorative Accessories Trends and Forecasts Survey, 2011

50

51 Customer Innovation Differentiation Technique + Function Value of Customer Cost Advantage Economy of Scale Economy of Scope Unique Design Variety Assortment Safety Stock Quick Response Accurate Lead TimeReliable Delivery Quality Control Promising Quality Strategic Alliance Expandable Capacity Back-up Labor Volume Production Committed Order Mill FactoryOffice Total Competitiveness Solution

52 TOY S

53

54 New York Toy Fair

55 HOUSEWA RE

56 LIFESTYLE PRODUCTS ) MAJOR WORLD FAIRS 1. MESSE, FRANKFURT, GERMAMY - AMBIENTE, FEBRUARY 10 HALLS 4, HALLS E.U. EXHIBITORS HALLS 4,8 9 HALLS ASIA HALLS 3 & 10 HALL 10 PRODUCT CATEGORIES VOLUME PASSAGE - TENDENCE, AUGUST 6 HALLS AMBIENTE 30%

57 AMBIENTE, MESSE FRANKFURT

58

59 2. HONG KONG CONVENTION CENTER, WANCHAI - HONGKONG INTERNATIONAL HOUSEWARES FAIR, APRIL HONGKONG INTERNATIONAL GIFTS FAIR HOUSEWARES FAIR 5, HKTDC - MEGA SHOW PART 1, OCTOBER HOUSEWARES GIFTS 1 5, KEN FAIR INTERNATIONAL

60

61

62 3. CANTON FAIR 20,000 - CHICAGO FAIR, MCCOMMIC PLACE JANUARY MARCH - MACEF, MILAN, ITALY FEBRUARY - BIRMINGHAM FAIR, U.K. FEBRUARY MACEF MASION OBJET, PARIS, FRANCE

63 2.) (REGINAL FAIRS) - BIG+BIH APRIL & OCTOBER 1,600-1,700 - SAITEC, JOHANESBURG, S. AFRICA 1,200 ASEAN SINGAPORE,MALAYSIA,INDONESIA & PHILIPPINES GIFTS, HOUSEWARES BIG+BIH 3.) SOLO-SHOW THAILAND EXHIBITIONS U.A.E., INDIA, BANGLADESH, SRI-LANKA, CAMBODIA, ETC. 1 - BUSINESS MATCHING MINI-EXHIBITION TRADE MISSION


Download ppt "International Trade Shows For Lifestyle Industry."

Similar presentations


Ads by Google