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Marketing to Asia: Meeting the Spending Needs of Chinese Travellers Philippe Charriol, Chairman, Charriol Group John Garner, Vice President Purchasing,

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Presentation on theme: "Marketing to Asia: Meeting the Spending Needs of Chinese Travellers Philippe Charriol, Chairman, Charriol Group John Garner, Vice President Purchasing,"— Presentation transcript:

1 Marketing to Asia: Meeting the Spending Needs of Chinese Travellers Philippe Charriol, Chairman, Charriol Group John Garner, Vice President Purchasing, DFASS

2 Who is DFASS ? John Garner President DFASS (Singapore) Pte Ltd

3 #1 in-flight Concessionaire worldwide 22 years of industry presence under same ownership US$350M annual turnover 5 of the worlds top 10 mega carriers global contracts 40 airlines partners 74 distribution/warehouse facilities on 5 continents

4 Our Concession Airlines AeroSur Air Astana Air Canada Air Jamaica Air Transat Avianca American Airlines Bangkok Airways CanJet Continental Airlines Continental Micronesia Delta Air Lines Gulf Air Jetstar Asia Northwest Airlines Pluna Silkair Singapore Airlines Tiger Airways US Airways

5 Canada USA Jamaica Panama Colombia Bolivia Uruguay UK Japan Singapore Guam Bahrain Kazakhstan Belize Taiwan DFASS operates a vast network with 74 stations/offices across 5 continents.

6 Understanding the China market The Economy

7 Fastest growing economy 10% average annual GDP growth over last 30 years 3 rd largest economy after USA and Japan #1 exporter #2 importer #2 trading nation

8 Where China Outrank USA Where USA Outrank China IPOs Foreign Currency Reserves Trade Balance Billionaires Fortune Global 500 GDP Top 50 companies by market capitalisation

9 Measured in USD Between 2008 to ,000 new Chinese millionaires 4,000 new Chinese > US$10M 2,000 Chinese > US$100M 100 Chinese billionaires

10 Understanding the China market The Targeted Consumer

11 China - Most Populous Nation in the World 1.3 billion people 20% of worlds population

12 Distinctive One Child Policy Introduced 1979 Little Emperor Provided for by 6 adults

13 Our Target Consumer Chinese Elite New Rich Little Emperor (25-45 years old) Both genders Origin: Economic Hubs such as Beijing, Tianjin, Shanghai, Guangzhou, and Shenzhen

14 Understanding the China market Chinese Consumer Behaviour

15 Chinese Consumer Behaviour Xin Gui or the new money consumer behaviour Chinese elite consumer ambivalence Middle class have luxury aspirations Hedonistic young generation Look at me mentality I can afford this – Can you?

16 Group of key consumers that are diverse and different They buy everything from luxury cars to fashion goods, from cigars to watches, from Singapore to London Often shop in groups like the Japanese used to - but individual buying habits are different

17 With 24 airline concessions With more than 60% of our airlines Concession partners flying to valuable Chinese destinations Advantaged position to identify consumer trends, buying patterns and leverage on them

18 Buying Behaviour From Pierre Cardin to MontBlanc From LOreal to Chanel From Tintamar to LV Choice is driven by local marketing!

19 Buying Behaviour Price is rarely an objection … and discount is always welcome! Cash is king …and credit cards usage is limited

20 Understanding the China market Why do Chinese buy from In-flight?

21 Counterfeit!

22 Genuine and buy with CONFIDENCE

23 or Communicate in Simplified Chinese characters!

24 What do these numbers signify?

25 THE BOOM IN CHINA IS ON ITS WAY….

26 DFASS, Excellence by Choice, Not by Chance. Thank you

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