FSPA India Day - Richard Lowy, Unicorn

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FSPA INDIA Day

Transcript of FSPA India Day - Richard Lowy, Unicorn

  • 1. India DayFSPAMay 25th 2011
    Thank you
  • 2. Richard LowySales Director
  • 3. Privately Owned Family Business
    Unicorn Products Limited
  • 4. Quaint, Eccentric English Sports Goods
  • 5. Unicorn Products Limited
    History
    Frank Lowy
  • 6. 1937
    The Worlds First Better Dart For 5
  • 7. Innovation
  • 8. 1930
    1970
    1989
    GM Factory 1901
    April 6th 1885
    William Gunn
  • 9. 1989
    Wood, Darts & Cues
  • 10. Headquartered KentOperations Centre NottinghamUnicorn ChinaEmploy 75 in the UK
    The Company Today
  • 11. Head Office FinanceUnicorn ChinaUnicorn Product DevelopmentWorldwide SalesExport & Import Logistics
    Crockham Hill
  • 12. Warehouse & Distribution Customer ServicesCricket Bat ProductionMarketing & Product Development
    Nottingham
  • 13. Unicorn China
  • 14. Sell In More Than 100 Countries
    Wide Retail DistributionSpecialist Sports RetailGeneral Sports RetailMass MerchantWholesaleBroad Product Ranges
    Customers
  • 15. India
  • 16. Sensational Food
  • 17. Wonderful People
  • 18. Incredible Culture
  • 19. Stunning
    Amazing
  • 20. Why are we in India?
  • 21. Quaint, Eccentric English Sports Goods
  • 22. We were already there.
  • 23. 5,000 year old ancient civilization
    325 languages spoken 1,652 dialects
    18 official languages
    3.28 million sq. kilometres - Area
    7,516 kilometres - Coastline
    Worlds largest democracy.
    One of the largest economies.
    Largest English speaking nation in the world.
    India Statistics
  • 24. 1970 Nett Indian Purchaser
  • 25. 1864 Duty was 7.6%1990 Duty was 93%2010 Duty 15%
    In 1959 Nett Seller to India
  • 26. 2004 / WTO
    London Chamber of Commerce
  • 27. Very Interesting
  • 28. Number of Fronts.
  • 29. Widely Distributed!
  • 30. Counterfeit
  • 31. even at my appointments!
    Mr Manohar WagleWagle & Company 1865
  • 32. 12 Meetings, 7 Orders, and learned a lot!
  • 33. The country, the people, the market place, selling in sports trade
  • 34. Very different from buying.
  • 35. Average Indian salary was less than 40 per month
    75% of the population earn less than 1.25 per day
    50% of the cricketers in India dont use the equipment we make!
    Street Cricket
  • 36. 13527100
    Made sales 25% Population have moneyLiked a sales call!
    Despite that..
    and
  • 37. Brands
  • 38. What to do?
  • 39. Appointed a Distributor
    Licensed GM
    Structured product & pricing for the Indian market
    Stopped dealing with them all!
  • 40. Distributor
  • 41. In India since 1970
    Approached by many
    Profile
    Licence
    Supplier
  • 42. Understand all aspects of the local market place and international trade
  • 43. Sales Force
  • 44. 200 Retailers
  • 45. License
  • 46. License
  • 47. DistributorLicenseeSupplier
  • 48. Varied & Unorganised
    The Market
  • 49. Styles to suit consumers
  • 50. Individual Sports ShopsPoor to Excellent
  • 51. Decathlon
    Hypercity
  • 52. Cash & CarryReliance Retail
  • 53. On-line Retailers
  • 54. HyperCity has had some success in sports other Mass Merchants have not..so far
  • 55. Minimal impact on Independent sports shops working on much low margins
  • 56. Is it going well?
  • 57. Since 2004Grown every year87% of the total in the last threeDoubled in 2011
    ..why?
  • 58. Increased percentage of spending on imported sporting equipment.
    Rise in disposable income.
    Career opportunities in sports.
    Distributor has done a good job raising our profile
    ..and
  • 59. Support calls with Distributor in the market place
  • 60. ..all in a days work!
  • 61. Overall the sporting goods market in India is growing at a healthy rate
  • 62. Invest more in developing infrastructure Favorable Government policies
    For India to develop & grow further
  • 63. Mechanical Handling
    Logistics
    The Unexpected!
  • 64. Amritsar - Delhi - Hyderabad Chennai2600 km
  • 65. Intellectual Property
  • 66. Challenges?
  • 67. 2011 Indian Budget15% to 21%Some product 28% Footwear Higher with Duty Protection
    Duty!
  • 68. Getting around
  • 69. Demand for good quality sport product
  • 70. India.I love it!
    Thank you