1. Chinese Market Approach Sales Meeting Shanghai, April 9th Johannes Ibach

2. Where do we come from? Chinese Market Approach, Sales Meeting Shanghai, April 9th 2010

3. 1854: first silk, later cotton threads Where do we come from? Chinese Market Approach, Sales Meeting Shanghai, April 9th 2010

4. Tradition and values besides innovation and progress Where do we come from? Chinese Market Approach, Sales Meeting Shanghai, April 9th 2010

5. 2010: ready for the future – with strong brands Where do we come from? Chinese Market Approach, Sales Meeting Shanghai, April 9th 2010

6. 1854 … 2010… It‘s been a long way – but we are still very alive. Chinese Market Approach, Sales Meeting Shanghai, April 9th 2010

7. ‚Tradition doesn‘t mean preserving the ashes but passing the fire into the future.‘ (Thomas Morus, 1478-1535) … Chinese Market Approach, Sales Meeting Shanghai, April 9th 2010

8. Market approach China – how? AMANN is more or less a new player on the Chinese (Asian) market. How should AMANN appear? What is our approach? Make it better! Make it cheaper! Make it faster! Make it different! (Philip Kotler) Chinese Market Approach, Sales Meeting Shanghai, April 9th 2010

9. Where are we coming from? We have never been the biggest! We have never been the cheapest! We have never been the most well known! What makes us different is Quality and our Quality approach! Chinese Market Approach, Sales Meeting Shanghai, April 9th 2010

10. Quality in many aspects Quality Products and Brands Price-Performance- Ratio Process Quality ISO 9001 (Quality) ISO 14001 (Environment) ISO TS 16949 (Automotive) Delivery / Logistics Innovations Added Value Technical support Sewing advisory Product and application presentation Personal InvolvementYOU Chinese Market Approach, Sales Meeting Shanghai, April 9th 2010

11. Quality and Differentiation How can we achieve awareness of Quality and Differentiation in the eyes of a customer? Chinese Market Approach, Sales Meeting Shanghai, April 9th 2010

12. Quality and Differentiation 1. Product presentation Brands Seam and embroidery packages Chinese Market Approach, Sales Meeting Shanghai, April 9th 2010

13. Quality and Differentiation 2. Product presentation Standard brochures (Chinese)  Amann product range  Automotive sewing threads  Determining the sewing thread requirements  Amann sewing threads for shoes and leather goods Arguments, explanations, product know-how  …  Advantages Corespun – SpunAdvantages Corespun – Spun  SabaFLEX and elastic seamsSabaFLEX and elastic seams  Seam puckeringSeam puckering  Sewing thread constructionSewing thread construction  Decorative seamsDecorative seams  Embroidery stitchingEmbroidery stitching  Serafil water repellent / hydrophobic finishSerafil water repellent / hydrophobic finish  StrongFIX applicationsStrongFIX applications  Customer individual thread analysis / calculationCustomer individual thread analysis / calculation  …and much more Chinese Market Approach, Sales Meeting Shanghai, April 9th 2010

14. Quality and Differentiation 3. Personal approach personalized contacts and networking consistent communication and quick response senior experts to accompany you back office organization relationship management Chinese Market Approach, Sales Meeting Shanghai, April 9th 2010

15. Quality and Differentiation 4. Sewing advisory support sewing recommendations / analysis trainings, lectures sewing lab China (individualized) seam samples hotline? contact to sewing machinery companies  sewing samples  machine equipment  processing recommendations Chinese Market Approach, Sales Meeting Shanghai, April 9th 2010

16. Quality and Differentiation 5. Price-Performance-Ratio new thread cost calculation software ‘ITC’ 6. Colour cards and special dyes 7. Coming soon: Chinese production site  customer invitations?  reported in AMANN Asia Newsletter 8. Innovations overview  products  information about current innovation projects Chinese Market Approach, Sales Meeting Shanghai, April 9th 2010

17. Quality and Differentiation 9. Marketing support special adverts sponsorship AMANN quality tags regional fairs / exhibitions at machinery companies / customers Chinese Market Approach, Sales Meeting Shanghai, April 9th 2010

18. Quality and Differentiation 9. Marketing support partnership documents  e.g. ‘Thank you for being 1 year AMANN Quality Partner’  ‘signed’ by CEO fair invitations  Asian fairs (Intertextile Shanghai 2010)  European fairs (Texprocess 2011) individualized presents success stories from European customers  nomination support  internal networking / information exchange (e.g. via new AMANN Intranet) Chinese Market Approach, Sales Meeting Shanghai, April 9th 2010

19. Conclusion and actions to come? This leads to an open discussion and to YOUR ideas How can we support you in getting more business? Which tools / which support do you want us to create? Let’s learn from your experience and your customers. Let’s be different! Chinese Market Approach, Sales Meeting Shanghai, April 9th 2010

20. Thanks for your attention! Chinese Market Approach, Sales Meeting Shanghai, April 9th 2010