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Agenda
We will talk about:
� Key facts
� Distribution channels
� Biggest retail outlets
� ����������
��
� There are about 20,000 retail shops in
Poland
� They are served by hundred wholesalers
� Retail is very fragmented (thousands of
small family owned shops)
� No market statistics
� No organisation to oversee the
distribution
Key facts
� Wholesalers
� Hypermarkets and bazaars
� Shoes retail nets
� Boutiques
� Other shops
� Internet sale
Distribution channels
��
characteristics:
� Mostly local/regional
� Wholesale and retail together
� Very fragmented
� Slowly disappears – too expensive
� Wholesale - 10% of the turnovers
Wholesalers
Shoes in hypermarkets:
� Cheap
� Low quality
� Non-leather
� Made in China
Hypermarkets and bazaars
��
Shoes retail nets
� Consolidated shops - a few shops in the region/ city, recognizable brand
� Nets of retail outlets –
�throughout Poland,
�easy to spot and distinguish,
�well equipped, individual concepts
�wider range of products
Shoes retail outlets
� Specialisation, concept for business
� Quite wide assortment-different models
� Stick to trends
� Middle to high prices
� Mostly leather shoes (artificial leather – only
in biggest<lower prices>)
��
Brand Boutiques
� Known brands , usually foreign
� Higher pricing
� In line with latest trends
� Well locations
� Interesting furnishing
� Attention to client service
� Better off clients
Other shops
� Individual shops - sell shoes and shoes accessories, also other wares
� Shops with clothes, that sell also shoes
� Individual shops - mostly family owned, no special concept for business, no brand, local manufacturers, poorer quality
��
Internet sales
� Becomes very popular
� more expensive brands
� Mostly for sportive shoes
� Allows for cheaper prices
� Internet auctions
E.g.
www.allegro.pl
www.alebuty.pl
www.swistak.pl
Biggest retail outlets
� CCC� DEICHMANN� ZEBRA� PRIMA MODA� APIA� KAZAR� NICO POLSKA� SALAMANDER� LESTA SHOES� PRIMA STRADA
��
CCC
CCC Factory LTD – production of woman shoesCCC PLC – sales (wholesale and retail)
• Financial outcomes in 2004:278 m PLN - turnover30 m PLN – income from sales17 m PLN – net income
• 228 shops throughout Poland
• 2,500 models every year
• 5.5% of the sales market
• 40 own brands – most known: Lasocki
CCC
� Quite wide assortment
� Middle prices 70-250 PLN
� Mostly leather shoes but also made of
artificial leather (lower prices)
� In offer also: shoe accessories
��
DEICHMANN
• established in Poland in 1996
• financial outcomes in 2004:
205 m PLN - turnover
7.6 m PLN – income from sales
5.2 m PLN – net income
• employment 900 people
• 67 outlets – mostly in big shopping centres
• specialise in low-priced shoes (but of quite good
quality)
• Brands: Graceland, Janet D., Borelli, Ariane
ZEBRA
• established in 1995
• financial outcomes in 2003:41 m PLN - turnover5 m PLN – income from sales4 m PLN – net income
• 12 shops throughout Poland
• middle and higher pricing
• Top polish brands but also foreign shoes
• Mostly: ECCO, RIEKER, AZALEIA, GALIZIO
TORRESI, PIKOLINIOS
��
PRIMA MODA
� 13 shops throughout Poland
� Focus on Italian shoes
� Higher pricing but excellent quality
� Demanding clients
APIA
� 9 shops throughout Poland
� Mostly foreign shoes: Ernesto Polani, Jo Ghost, Aldo Brue, Gallorini, Alberto Zago, Dibrera, Neri, Teodori, Nando Muzi, Les Tropeziennes
� Has also own brand (manufactured in Italy)
� Higher pricing (above 300 PLN) HEGO'S
��
KAZAR
� Kazar Footwear Ltd. - importer
� 11 shops throughout Poland in 7 cities
� own brand
� High priced, high quality
� According to latest trends
NICO POLSKA
• established in Poland in 1999
• financial outcomes in 2004:37 m PLN - turnover- 51k PLN – lose on sales150k PLN – net income
• 7 outlets in Poland
• most expensive foreign brands, also own: Brian
Brooks or Main&Land
• additionally sales clothes, perfumes, sunglasses
and accessories
��
SALAMANDER POLSKA
• established in Poland in 1991
• 50 employees
• 9 outlets in Poland in 4 cities
• Salamander and Lurchi – own brands
• Fashionable, trendy leather shoes
• Higher pricing
LESTA SHOES
� 6 outlets in Poland
� Owned by shoes producer
� Mostly Polish, middle priced brands
� Large outlet areas (100 - 250 sqm.)
� Sells: own LESTA brand, but also: Adalbert, Caprice, Conhpol, Kaba a, Juma, Romano Mazzante, Ry ko, Solo Femme, Tamaris
��
PRIMA STRADA
� Established in 1982
� Employment: 20
� 5 outlets in south areas of Poland
� Mostly Polish brands, middle priced
� Group consist of: shoes manufacturer, retailer andtrader
Further information
� PIPS – Polish Chamber of Leather Industry)
� CLPO – Main Laboratory of the Shoe Industry
� GARANT OBUWIE + MODA – association of the shoes buyers and distributors
� wiat Butów – shoe industry magazine
� Przegl d Skórzany – leather industry magazine
��� Germany
� Italy
� Spain
� Canada
� Denmark
� Switzerland
� Brazil
Where do the foreign brandscome from:
� ���������������
��
Strategy
� OWN SUBSIDIARY – SCHOLL, DEICHMANN
� OWN OUTLETS - VENEZIA
� POLISH IMPORTER – AZALEIA, GABOR
� PRESENCE IN SHOPS - VIC MATIE, NAZZARENO
RIPA
Brands
� DEICHMANN
� BATA
� GABOR, CAMEL ACTIVE
� NICO
� VENEZIA
� ECCO
� KAZAR
� AZALEIA
� RIEKER
� PIKOLINOS
� GEOX
� HÖGL
� VAGABOND
� MARTENS, SCHOLL
� VIC MATIE, NAZZARENO RIPA, ROMANO MAZAANTE, HEGO’s,CLARKS
��
DEICHMANN -OBUWIE
worldwide: 90 m pairs sold, 12 countries
HQ: Germany
Poland:
• Limited company in Poland since 1996
• employment 900 people
• sells via 67 own outlets – mostly in shopping
centres
• Sells own brands and others
• specialise in low- and middle- priced shoes
• Associated with lower prices and lower quality
BATA Poland
worlwide: 150 m pairs produced, 4700 own retails
outlets, 1m clients per day
HQ in Canada
Poland:
�Limited company seated in Warsaw
� In 1920’ – factory in Poland
� Sells via 15 own shops – 2 City Stores, 12
Superstores and 1 outlet
� Best localisations / shopping malls
� Pays attention to client service and advisory
��
GABOR, CAMEL ACTIVE
worlwide: HQ Germany
Gabor: 25k pairs produced daily, 6k outlets (half in DE)
Poland:
� 6 years in Poland
� Polish importer: Exclusiv Sp z o.o.
� 3 own retail outlets in bigger cities (3 further to be
opened soon)
� Sells via BATA outlets – distribution contract
� fashionable, comfy shoes, Camel - casual style
� Very good quality, higher pricing
NICO POLSKA
Worldwide: 600 employees, 26 shops (clothes and
shoes), 10 m customers yearly
HQ: Italy
Poland:
• Limited company established in 1999
• 7 outlets
• most expensive Italian brands, own: Brian Brooks
or Main&Land, Blue Enemy
• additionally sells clothes, perfumes, sunglasses and
accessories; offers sewing services
��
VENEZIA
� Trade office in Warsaw
� 18 own retail outlets
� Assortment of Italian shoes: Calle, Rialto, Carlo Ranieri, Venezia
� higher prices, very good quality
� Venezia brand is very well recognised
ECCO SHOES POLAND
� Worldwide: 12.5 m pair produced yearly, 9 k employees, 5 production sites
� HQ in Denmark
� Poland:
� ESP - Limited company established in 2002
� 2004 ECCO CEE – distribution in PL
� 2005 ECCO Europe East & Middle East – PL, CZ, SK
� 8 own retail outlets
� ( used to have own stands in shoe shops before)
��
KAZAR
� Kazar Footwear Ltd. - importer
� 11 shops throughout Poland in 7 cities
� own brand
� High priced, high quality
� According to latest trends
AZALEIA
worldwide: 45m pairs produced yearly, 30,000 shops, production in Brasil, present in 70 countries
HQ Brasil
Poland:
• Polish importer: Dunhan Sp z o.o.
• present via 260 retail shops throughout Poland
• cooperates with ZEBRA
• considered as middle priced, popular
• widely promoted – covers a part of marketing
costs
��
RIEKER POLSKA
� Limited company
� Cooperates with ZEBRA
� higher prices, very good quality
� Comfy shoes, casual style
PIKOLINOS
� HQ in Spain, present in 45 countries, 1500 employees
� No representative office
� Sells in many Polish cities (also in smaller) via regional retail shops
� Cooperates with Duhan and ZEBRA retail net
� Internet sales (alebuty.pl)
� Comfy shoes, higher pricing
��
GEOX
Worldwide: 322 single-brand Geox Shop stores and
about 9.000 independent multi-brand points of
sale, 60% sales realised internationally
HQ in Italy
Poland:
� Represented by GINO ROSSI
� Sold in 13 Gino Rossi retail outlets
� Trendy ‘lifestyle-casual’ style
� Higher pricing
HÖGL
Worldwide: turnovers 55 m Euro, 1000 employees,
Production: 1.5 m. pairs produced yearly,
(7k daily in Hungary, 1k in Austria)
HQ in Austria – Group: Lorenz AG
Poland:
� No own office
� Sells via regional retail outlets
� Cooperate with Salamander and APIA retail nets
��
VAGABOND
Worldwide: 30 countries, 1.3 m pairs produced
HQ in Sweden
Poland:
� No representative office
� ALTEX – importer and distributor
� Sells via retail nets: PRIMASTRADA, regional
OLIVIER, RICCARDO
� Internet sales (alebuty.pl)
� Higher quality and higher pricing
SHOLL
� SSL Healthcare PolskaSp z o.o.
� Sells through own retail outlets, pharmacies, internet
� Medical shoes
� Higher pricing
� Better off clients
� Also cosmetics line
� Well recognised
Dr. MARTENS
� Polish representative of Airway Int. Ltd. : SHOELAB Ltd.
� Sells via 5 Martens shops and retail outlets with shoes for young people
� higher pricing
� Considered trendy
� Better off clients
� Well recognised
��
VIC MATIE (IT),
NAZZARENO RIPA (IT),
HEGO’s (IT),
CLARKS (UK),
MARCO MORENO (IT),
LET’ MOVE TO PRICING ISSUE..
��
A PAIR OF VISIT SHOES:
60-120 PLN
+VAT TAX
Cost of the manufacturer:
75 - 150 PLN
TYPICAL GAIN per 1 PAIR:
1 PLN – few dozens PLN
Margin below 30% -
means death for manufacturer
MARGINS in RETAIL:
Typically ca. 50%-70%
Should be:
Around 100%
To allow for promotional actions,
seasonal sales,
new production lines,
stylists, etc.
��
HOW MUCH DOES THE CUSTOMER PAY?
Most POLISH producers are in the mid price category:
� Ry ko, BUT-S : 150-300 PLN (typically: 159, 179 PLN)
� Badura : 130-230 PLN
� Kaba a : 100-200 PLN
� Wojas : 100-200 PLN
� JUMA : 80-200 PLN
� CCC: 70 -250 PLN
HOW MUCH DOES THE CUSTOMER PAY?
FOREIGN Brands are in higher price categories:
� BATA : 159 – 399 PLN
� RIEKER : 199 – 399 PLN
� SALAMANDER : 399 – 429 PLN
� PIKOLINOS : 259 – 399 PLN
� VENEZIA : 299 – 700 PLN
! GINO ROSSI: 299 – 699 PLN
��
HOW MUCH DOES THE CUSTOMER PAY?
RETAIL NETS:
� CCC : 70-200
� DEICHMANN: 70-200
� SALAMANDER: 150- 350
� ZEBRA : 150 – 450 (AZALEIA – 100, RIEKER-200)
� APIA: 300-550
� BATA : 100 – 300 PLN (HEGO’s, GABOR – 300)
��
��
Biggest shoe manufacturers
� RY KO� CCC� BUT-S� EKSBUT� BADURA� WOJAS� LESTA� JUMA� KRISBUT� KABA A� GINO ROSSI� ROMANO MAZZANTE� GREGOR� ESCOTT� KACPER
� �����������
��
RY KO
• Limited liability company
• 53 own shops throughout Poland
• Cooperates with different medium sized retail
outlets
• Based in most known shoe production area
RY KO
• Leather shoes
• Higher quality
• Follows European trends well
• Well recognized brand in Poland
• Pricing: 100-300 PLN
��
CCC
CCC Factory LTD – production of woman shoesCCC PLC – sales (wholesale and retail)CCC Group - 122 m PLN capital
• Financial outcomes of production unit in 2004:34 m PLN - turnover7 m PLN – income from sales9.9 m PLN – net income
• 228 CCC shops throughout Poland
• 2,500 models every year
• 5.5% of the sales market
• 40 own brands – most known own brand: Lasocki
CCC
� Quite wide assortment
� Middle prices 70-250 PLN
� Mostly leather shoes but also made ofartificial leather (lower prices)
� Lasocki brand rather higher quality andpricing (up to 350 PLN) - recognised but not so popular
� Company associated with low priced shoesCCC – Price makes a difference
��
BUT-S
• established in Poland in 1997
• public listed company with capital of 7.5 m PLN
• financial outcomes in 2004:70 m PLN - turnover- 8 m PLN – loss on sales-12 m PLN – net loss
• 5 own outlets
• production - 700,000 pairs per year
• domestic sales and export activity
• aims at 12% share in domestic visit shoes market
BUT-S
• mainly women shoes
• Leather and higher quality
• 4 product lines:
• BUT-S Image – extravagant, trendy line
• BUT-S Young – casual style
• BUT-S – classic, visit/work style
• BUT-S Komfort – very comfy
��
EKSBUT
• established in 1991
• employment: 250 people
• 6 own sales outlets and via other retail outlets
throughout Poland
•400,000 pairs yearly
• export to: Lithuania, Latvia, Czech Rep., Slovak
Rep., Germany, Rosja
EKSBUT
• Mostly shoes for women and young people
• Natural leather
• Pricing: 100-200 PLN
��
BADURA
• Public listed company
• Established in 1982
• Own capital 5.5 m PLN
• financial outcomes in 2003:29 m PLN - turnover1.3 m PLN – income from sales0.8 m PLN – net income
• Sell via 100 retail shops (mostly ZEBRA)
• Export to: USA, Kanada
BADURA
• Leather shoes, good quality, well recognized
• Mainly men and casual shoes:
• visit style
• sportive (also for women)
• weekend
• also special, non-typical sizes
��
WOJAS
• Established in 1990
• employment: 560 people
• 41 own retail outlets
• Production: 700,000 pair per year
• Export to: USA, Great Britain, Germany, France, Lithuania, Russia
WOJAS
• All type of footwear: for women, men, youngs and
children, also protection work shoes (for
emergency, police services etc.)
• Specialise in casual, leisure shoes
(also waterproof)
• Mostly leather and suede
• Pricing: 100-200 PLN
��
LESTA
• established in 1994• financial outcomes in 2003:
20 m PLN - turnover- 0.1 m PLN – loss from sales- 0.3 m PLN – net loss
• Own capital – 7 m PLN
LESTA
• Sells via 6 own retail outlets „LESTA SHOES” but also other retail nets
• Natural leather: velour, suede with different finishing
• Casual, sportive style
• Modern, trendy textures and patterns
��
JUMA
• firma za o ona w 1990
• 9.6 m PLN own capital
• financial outcomes in 2003:8.5 m PLN - turnover- 2.7 m PLN – loss from sales- 3.3 m PLN – net loss
• Own tannery
• Two brands: JUMA and NATTY
• Export to: other CEE countries and Germany, GreatBritain, Israel
JUMA
• Projected by the Italian designer - MassimoLucchesi
• Mostly women shoes
• Only natural leather and good quality componentsfrom proven suppliers
• Prices 80-200 PLN
��
SOFTBUT - KRISBUT
• Established in 1982
• Company split into two (avoid bankruptcy)
• Export to: Slovakia, Czech Rep., Germany, Russia, Lithuania, Latvia, Estonia, Belarus
• Mostly shoes for men, women and young people
• Leather and suede
• Designed by Polish and foreign stylists
KABA A
• Established in 1984
• Family type business
• Used to produce sandals and flip-flops
• since 1990 have produced women shoes
• Mostly leather (seldom artificial leather)
• Pricing 100-200 PLN
��
GINO ROSSI
• Established in Poland 1992
• Public listed company with capital 9.5 m PLN
• employment: 302 people
• financial outcomes in 2003 (for a Group):79 m PLN - turnover3.6 m PLN – income from sales- 3 m PLN – net loss
• Sells via 66 own, exclusive retail outlets
• Export to: Germany, Czech Rep., Lithuania, Russia, Canada
GINO ROSSI• High quality leather shoes
• Very good recognition
• Regarded as exclusive FOREIGN brand
• Pricing: 300-700 PLN
• Leather accessories and even jackets
• 350 models in each collection (twice a year)
��
ROMANO MAZZANTE
• Established in Poland 1989 (name: Mesir)
• Limited liability company
• Seated in Poland and Italy
• financial outcomes in 2003:25 m PLN - turnover0.7 m PLN – income from sales86 k PLN – net income
• Export to: Germany, Czech Rep., Slovak Rep., Baltic States, Russia, USA
ROMANO MAZZANTE
• High quality leather shoes for men
• hand sews
• Regarded as exclusive FOREIGN brand
• Italian patterns and materials
• sells via regional distributors, no own retail
outlets
• 3 collections per year 70 models each
��
GREGOR
• Established in 1983
• since 1999 – public listed company,
capital 2 m PLN
• financial outcomes in 2003 (for a Group):13 m PLN - turnover2 m PLN – income from sales33,000 PLN – net income
• produces – 200,000 pairs yearly
GREGOR
• Sells via known retail outlets (mostly ZEBRA)
• 80% of the production for domestic market
• Exports to: EU, former CIS countries
• Men shoes – mostly visit and winter type
• Natural leather
��
ESCOTT
• Established in 1995, on the base of state owned shoes factory
• Capital 0.5 m PLN
• Employment: 200 – 250 people
• Able to produce – 1000 pairs per day
• financial outcomes in 2003 (for a Group):19 m PLN - turnover-0.7 m PLN – loss on sales-4 m PLN – net loss
ESCOTT
• Sells via 13 associated wholesalers and otherretail outlets throughout Poland
• Export to: Russia and CIS countries, Germany, Czech Rep., Slovak Rep., Denmark, Canada, Australia
• Leather shoes for men and young people
��
KACPER• Established in 1997
• employment: 108 people
• production: 200,000 pairs per year
• Sells via ca. 400 outlets
• Export to: Lithuania, Czech Re., Slovak Rep., Romania, Ukraine, Belarus, Azerbejd an (exports amounts to 40% of all sales)
• Leather shoes for men and young people
• Trendy and good quality
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