1. .… unlocking your sales potential in the UK
THE OPEN DOOR
SALES AGENCY
.… unlocking your sales potential in the UK

2. TO SUCCEED IN THE UK, YOU WILL NEED TO OPEN THESE DOORS
Share of the UK Grocery Market
Other (including Waitrose, Somerfield, Iceland)
Over 90% of grocery products are sold through these outlets

3. HOW WE CAN OPEN THE DOOR TO THE UK RETAIL MARKET…
Our market entry model
Our approach
Our services
Our experience
Our team

4. OUR APPROACH A new resource for companies entering the UK market
A team of experienced sales and marketing professionals
Tried and tested model for UK market entry – helping overseas companies to start from scratch in the UK
Strong relationships with all sectors of the UK retail trade
Helping companies to build their UK infrastructure to quickly develop profitable sales
A one stop service covering all aspects of sales and marketing development to give you real market edge

5. OUR MARKET ENTRY MODEL Phase I Phase II Phase III
Evaluation of the potential/opportunity
Phase I
Initial evaluation of potential opportunity
Specific consumer research/trade consultation to quantify the opportunity and perceived product benefits
Phase II
Sales Planning
UK business plan
Marketing strategy
Sales plan and forecast
Pricing policy
Creation of sales presenter
Initial trade sell-in
Logistics planning
Phase III
Implementation / Launch
Organisation of
logistics related to
retail listings
achieved
Marketing development
and design of brand
support materials
Full sell-in programme to agreed retailers

6. Sales / Retailer Relationships Regulatory Clearances
OUR SERVICES
Sales / Retailer Relationships
Marketing Support
Regulatory Clearances
Logistics

7. OUR SERVICES: Sales / Retailer Relationships
Full sales representation
Customer servicing
Trade research and consultation
Sales forecasting and planning
Pricing policy
Trade Buyer meetings with or without attendance by the client

8. OUR SERVICES: Marketing support
UK marketing planning
Strategic vision
Research and product positioning
Selection of suppliers for advertising, packaging, point of sale materials, sampling and promotions

9. OUR SERVICES: Logistics
UK representative office (first point of contact)
Account management
Co-ordination of all activities
Supervision of physical distribution, order taking and invoicing (EDI / AS2)
Fulfilment monitoring
Payments/Credits systems
Customer enquiries and complaints

10. OUR SERVICES: Regulatory Clearances
Trading Standards consultation
Quality Standards laboratory services
Retailer clearances
Product claim approvals
Bar coding
UK Product / Brand registration

11. OUR MANAGEMENT TEAM Chris Jones : Chairman Eric Bates : Sales Director
Over 30 years experience of working with international companies both in major advertising agencies and BDP, the marketing consultancy he founded in Chris, project manages assignments for all our major clients.
Eric Bates : Sales Director
With 20 years experience in senior sales and marketing posts with Kellogg's, Milupa and Ordnance Survey Eric has gained significant International and UK market expertise in brand and private label development. Robert Ballin : Marketing Director
30 years in marketing and advertising, including 5 years at Shell and 7 years as Deputy Chairman of FCB. Before joining Open Door, Robert was the UK Program Director for the Florida Department of Citrus.

12. OUR MANAGEMENT TEAM Chris Woodhams : Business Development Director
Chris Woodhams has been in the advertising and marketing communications industry since the late sixties and has worked on a wide range of well known brands. He was at Conservative Central Office during the last successful General Election and has significant food and drink marketing research experience from his time both within agencies and at AGB.
Richard Coleshaw : Overseas Director
An experienced international Sales and Marketing Director who ran the Stellenbosch Farmers Winery international business for over 10 years. Prior to this he was a senior executive with Unilever.

13. OUR MANAGEMENT TEAM John Sykes : Non-Executive Director
Previously Chairman and Chief Executive of the Lopex Group, when it was the largest British owned communications group. Co-founded BDP with Chris Jones in 1983 and has worked on a wide range of UK and international client assignments.

14. OUR EXPERIENCE AFGRI Foods Prepared fruits South Africa
Ancient Distributors Peanut Butter/
Chocolate Spread Australia
Bokomo Breakfast cereals South Africa
Friesland Coberco Dairy Products Holland
International Pastries Convenience Foods Australia
National Brands Biscuits/beverages South Africa
Vaasan & Vaasan Crisp Breads Finland
Van der Meulen Crisp breads/snacks Holland

15. SOME EXAMPLES OF OUR SERVICE IN ACTION
Example One
A small privately owned European company heard about our service and contacted us about entering the UK market.
We evaluated the potential for their product range in the UK and concluded that the best way to build their business was via private label for the major grocery multiples
We created a presentation and our sales director fixed appointments with the relevant trade buyers. The client and ourselves then jointly made the presentations and listings were achieved with three of the multiples albeit on a test basis. Today the client is the major private label supplier within its category and as a result of winning the confidence of the trade is now moving into new product areas on a branded basis.
This gradual strategic approach allowed the company to control the levels of investment needed and to build a profitable business base before committing itself to the greater investment of launching its branded products.

16. SOME EXAMPLES OF OUR SERVICE IN ACTION
Example Two
Another European company, this time a leader in its field in its own market, found that their product was not meeting its sales expectations in the UK and were about to be delisted by the multiples.
We were asked to help them with the reconstruction of the brand and after extensive research we were able to highlight an alternative strategy, which included creating a category descriptor, redesigning the packaging and repositioning the brand.
We then acted as a bridge by selling-in the product to the retail trade and gaining listings with Sainsbury’s Tesco, Makro and Waitrose. We also set up the whole supply chain from physical distribution, fulfilment monitoring and EDI systems for ordering and invoicing.
This bridging approach allowed the company to set up its UK infrastructure once they were confident of a solid sales base in the UK.

17. SOME EXAMPLES OF OUR SERVICE IN ACTION
Example Three
We are employed by a number of South African companies and are an accredited supplier recognised by the Central Bank of South Africa. Most recently we have been working for a company listed on the Johannesburg Stock Exchange to introduce their products into the UK.
Here, we have worked on a performance basis and earn our income by way of commission and performance bonuses related to listings obtained and sales achieved. We opened the door to all of the major retailer buyers for them. This has meant that the company has been able to launch its products with minimal initial investment and the whole administration process and ensuing costs have only needed to be funded once agreement has been reached with the retailers. The company is now able to develop its UK business on volume forecasts from the trade.

18. WHY OVERSEAS COMPANIES USE OUR SERVICE
It’s a Complete One-Stop Service
We can handle every aspect of your UK Market Entry from setting up the supply chain to getting listings with the major retailers.
It’s Built on Relationships
We value our relationship with a wide spread of retailers and we aim to build a similar relationship with our clients by helping them to deliver a product that maximises the sales and profit potential for both parties.
It’s Professional
Our team has all the necessary experience in marketing, research, distribution building, systems and sales to grow your business in the UK.
It’s Cost Effective
We charge a pre-quoted development fee for the initial development and then expect to get paid on results.
It’s Successful
Let us show some case histories of overseas companies we work for. You’ll find that the results speak for themselves. We can open the door for you ……….

19. OUR WORKING METHODS / CHARGES
Pre-quoted fee base during initial evaluation and development stages
Commission based charges commence once listings have been achieved with the retailers
Sales agency agreement drawn up for signing. Twelve month rolling contract as standard
Fees and commissions invoiced monthly – payment required within thirty days

20. THE OPEN DOOR SALES AGENCY
For further information please contact
Chris Jones
The Open Door Sales Agency P O Box 302, Cobham, Surrey KT11 3XT
United Kingdom
Tel : +44 (0) Fax : +44 (0)