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CROSS-BORDER DISTANCE SELLING IN UKRAINE INFO DIGEST Fe
bru
ary
201
1
2nd Issue
Dear ColleaguesIt is my pleasure to present you the second issue of our Info Digest on distance selling in Ukraine We are still confident that entering Ukrainian market is the right choice for Western distance sellers and are determined to provide you additional informa-tion and assistance
In this issue we provide you information on traditional retailers data and their plans for active development of businesses in 2011 We have a wider article on postal consignment as major tool for cross-border distance selling to Ukraine Majority of European companies successfully operating in Ukraine use it You will find out statistics on Ukrainian households (consumers expenses on clothes and who actually leads in Ukrainian families) As announced in previous issue we also publish details of new Law on Per-sonal Data Protection implementation
We cordially invite you to visit Ukraine in May and participate in International Business Forum ldquoDirect Marketing Days in Ukraine 2011rdquo It is a meeting point of everybody working with direct marketing and in distance selling in Ukraine Several companies active on our market started their decision-making in this regard by participating in DM Days It is a unique opportunity to meet everyone you need within 3 days at one place
If you have any questions comments or additional information please do not hesitate to contact us via e-mail or our Hot Line +380 (44) 495 7885
Hope to meet you personally in Kiev on May 25th-27th 2011
Valentin Kalashnik President of UDMA
Changes in ukrainian legislation anD eConomiCs
heaD oF imF staFF missionukrainian eConomY is reCoVering aFter the Crisis
Ukrainian economy is recovering after the crisis and the ten-dency for economic growth is becoming evident according to the IMF Mission Chief in Ukraine Athanasios Arvanitis
Indeed the mission sees that Ukraine has made a consider-able progress said Athanasios Arvanitis at his meeting with the Prime Minister of Ukraine Mykola Azarov
We appreciate the establishment of financial stability in Ukraine however one should keep in mind that last year was very difficult Now the banking system is regaining confidence Also the inflow of deposits into Ukrainian banks starts to grow again stated the head of the IMF Staff Mission in Ukraine
Mykola Azarov highlighted that the head of the IMF Mission in Ukraine positively regarded the social and economic develop-ment in Ukraine in 2010
During the meeting with the head of the National Bank of Ukraine Athanasios Arvanitis stressed that Ukraine had success-fully implemented most of the requirements according to the Stand-By Arrangement The head of the IMF Mission in Ukraine also stated that thanks to the mutual efforts of the National Bank of Ukraine and the Ukrainian government it became pos-sible to bring the inflation rate down to less than 10 per cent
Earlier in the course of the Yalta Forum organized by Yalta Eu-ropean Strategy the Head of the International Monetary Fund
Dominique Strauss-Kahn mentioned that Ukrainian economy has returned to the right path and among others the IMF is to thank
However the Prime Minister of Ukraine mentioned that we (Ukraine) are experiencing serious difficulties because of the uncertainty in the global market The plans we have made to-gether with the IMF primarily concerning the economic devel-opment can become a subject to change in case domestic mar-ket fails to function at an expected pace
The International Monetary Fund approved a 2 12-year $152 billion SBA loan program for Ukraine in July 2010 Respectfully Ukraine undertook a number of steps aimed at reforming the country to bring more financial stability
Source Worldwide News Ukraine
2
February 2011Cross-borDer DistanCe selling in ukraine Info DIGEST
nbu QuantitY oF aCtiVe PaYment CarDs in ukraine greW 1 in 2010 Quantity of active payment cards in Ukraine grew 1 (or 301 thousand pieces ndash up to 29405 million) in 2010 reports website of National Bank of Ukraine (NBU)
According to the information provided in fourth quarter of 2010 quantity of active pay-ment cards grew 2 or 583 thousand pieces
According to the NBU active payment cards are cards by which at least one issue missions was conducted in the past 12 months
Total amount of payment cards issued by Ukrainian banks grew 43 or 1906 million pieces in 2010 (total 46375 million pieces)
Amount of ATMs grew 42 or 1225 ma-chines in 2010 (total up to 302 thousand pieces)
As it was reported earlier till October 2010 140 banks of 176 acting credit and financial institutions were members of card payment system They were servicing about 40 million of payment cards owners
In 2009 quantity of active payment cards de-creased on 246 or 9472 million pieces
Source Financeua
uDma sPeCial
On June 1st 2010 the Verkhovna Rada of Ukraine adopted Law ldquoOn Personal Data Protectionrdquo The Law came into effect on January 1st 2011
Law formation and adoption is based on mutual agreement signed between European Union and Ukraine called ldquoCoop-eration Matrixrdquo One of the conditions accordingly is Ukrainersquos obligation to validate and implement convention on personal data protection Thereby Ukraine has made yet another step on its way to becoming democratic and European country
However some provisions of the given Law leave representa-tives of the effected business spheres asking questions be-cause these provisions are inadvisable hardly implementable and barely controllable
The Law foresees creation of Specialized Authority vesting controlling and supervising powers in personal data protection issues So call-centers banks insurance companies marketing agencies list broking agencies and other companies in some or other way connected with personal data basically get new category of state inspecting services with almost unlimited powers Such Specialized Authority was created in December 2010 Currently it consists of one person ndash its Head
The Law also provides creation of the State Register of person-al data lists The owners of Personal Databases (PDB) would have to register obligatorily in the stated register all used andor stored PDBs Moreover PDB owners would have to inform the Authority every time when administrator processing aims location etc of such PDBs change Obviously that implemen-tation of such provision law is extremely difficult There are many complications and peculiarities for example registration application form applicant one should state information about DB administrator and its location (eg hosting place) law cre-ators didnrsquot take to account the fact that often DB owner or administrator doesnrsquot know exact location of the host Moreo-ver if personal data base is part of the web site change of the hosting provider will automatically make data base owner inform authorized organ about such change
While discussing this issue representatives of different branch associations agreed that the existence of the law regulating activities connected with personal data use and protection is very important At the same time entrepreneurs and lawyers
noted that with the present law wording its provision being non-transparent and different interpretation possibilities it will be quite difficult to reach specified goals According to the lawyer Eveniy Zakharov one of the main law disadvantages is absence of personal data division at least into two groups ldquoThe first group is personal data of general character which could be distributed without personal data owner permission Namely name surname patronymic date of birth nationality etchellip The second group is sensitive data health state personal life credit history taxation real estate etc Non-division on such groups makes some of the law provision simply meaninglessrdquo
Another essential disadvantages of the law is imprecise de-termination of the ldquodata baserdquo itself ldquoAlmost everyone has electronic address book According to the law such books are considered to be personal data and they have to be registered in corresponding registerrdquo reported Mr Zaharov
According to Valentin Kalashnik President of Ukrainian Asso-ciation of Direct Marketing and founder of Public Initiative ldquoFor personal data protection legislation harmonizationrdquo such law uncertainty could lead to abuses by the bureaucrats ldquoWe are talking about additional cost and additional excuses to raise funds As an entrepreneur I am interested in no intervening in my business life but at the same time I am also interested in fair play rulesrdquo underlined Mr Kalashnik
The entrepreneurs reported that their expert group had de-veloped proposals on Law improvement and are ready to pro-vide their elaborations to the authorities
According to the materials of wwwpdpnetua
Who is ProteCteD bY laW on Personal Data ProteCtion
3
February 2011Cross-borDer DistanCe selling in ukraine Info DIGEST
market neWs
ukrainian retail Plans aCtiVe eXPansion in 2011
Retail players operating on Ukrainian market plan active expansion in 2011
Quantity of new FMCG chain stores in 2011 in Ukraine will grow at least 43 Such forecast was provided by consulting agency GT Partners Ukraine experts for LigaBusinessInform
According to the GT Partners Ukraine prognosis quantity of new stores and growth of general retail turnover in 2011 will notably outgrow figures reached in 2009 and 2010 They calculate 350-420 new chain FMCG selling points will be opened in 2011
Food operators acting on Ukrainian territory opened 245 new stores (excluding stores that changed its entitlement as a result of merger) in 2010 and 250 selling points in 2009 Currently around 45 food retailers have already announced their desire to open new stores in 2011
Presumably the most active players of food market in Ukraine in 2011 will be players actively opening new stores in the previous year Namely ldquoATB-marketrdquo (Dnepropetrovsk) ldquoUkrainian Retailrdquo (Donetsk) ldquoFozzy Grouprdquo (Kiev) ldquoPakko Holdingrdquo (Lutsk) ldquoPBB Grouprdquo (Dnepropetrovsk) ldquoBarvinokrdquo (Lvov) ldquoSPAR-Ukrainerdquo (Kiev) etc
According to our prognosis retail market consolidation growth will con-tinue in 2011 as well We expect several deals of bigger players merging small operators ndash GT Partners Ukraine experts report
The following type of stores ldquosupermarketsrdquo ldquodiscountersrdquo and ldquonext door storerdquo will be actively opening in 2011 in Ukraine Moreo-ver quantity of newly opened hypermarkets will exceed data of 2010 when 4 new hypermarkets were opened
Source Liganet
oVer halF oF all ukrainian householDs are leD bY Women
According to the Family and Gender Department of Minis-try of Family Youth and Sport Affairs over half of all Ukrain-ian households are led by women in both urban and rural settlements
Men aged 30-59 are in charge of 13 households In 2010 as in 2009 every fifth household is a young family
Share of households led by people of retirement age is higher in rural areas than in urban ones (49 vs 37)
The most popular households in Ukraine are still households consisting of two people (291)
Numerous households (consisting of five and more people) is mainly presented in rural areas (14 vs 6 in urban)
Large households (consisting of four and more persons) prevail in Western part of Ukraine Zakarpattya Volynrsquo Lvov Ivano-Frankovsk Chernovtsy Ternopol and Rovno regions (50-32)
Number of households in Ukraine in 2010 was 175 million 69 thereof are located in urban settlements (43 in cities with population more than 100 000 26 in cities with popula-tion less than 100 000) and 31 ndash in rural ones
Source Kievua
25 of households led by women aged 55 and older
20 of households ledby women aged 30-45
14 of households led by men aged 60 and older
10 of households led by people aged 18-29
4
February 2011Cross-borDer DistanCe selling in ukraine Info DIGEST
ukrainian FamilY sPenDs 400 uah on Clothes monthlY
Every sixth family spends up to 100 UAH monthly every fourth one ndash from 100 to 300 UAH and every fifth one ndash from 300 to 500 UAH reports Sociological Group ldquoReyting (Rating)rdquo
16 of respondents purchase clothes and shoes monthly 41 ndash once or twice per season 22 ndash once or twice per year and 13 ndash rarer than once per year
The most active clothes buyers are people from West and North (Kiev being the leader) the less active ndash people from East
According to the results of research
bull youth is more active in clothes buying
bull people of over 60 year old purchase clothes less than once per year
bull the most active consumers are women and people living in urban area
Respondents with monthly income 3 000 UAH and over are buying clothes twice as much than respondents with income less than 1 000 UAH Employed population buy clothes 15 times more often than unemployed though there are active people and in this category students and housewives
The more educated person the oftener shehe purchases clothes and shoes Singles are more active than married ones in terms of buying however married people are more active than divorcees
434 thousanDs oF loYal Consumers For ldquoFoXtrotrdquo ComPanY in 2010
Company ldquoFoxtrot Households appliancesrdquo was founded in 1994 and currently is one of leaders in household appliances and electronics retail in chain segment in Ukraine and Moldova The company is presented in 102 regions and districts of Ukraine Total shopping space is more than 200 000 square meters
The company reports that at the beginning of 2011 there were 3 million members of ldquoComfort Programrdquo New possibilities of ldquocomfortrdquo card attract new consumers alongside with existing consumer continue using their privileges and unique services
Last results of to the development of loyalty programs in Ukraine state that ldquoComfort Programrdquo showed the best figures in non-food retail according to the criteria of citizensrsquo involvement The program is in top-10 of high-demanded loyalty programs among the population (together with large food retailers)
ldquoComfortrdquo cards owners make purchases three times oftener and their average receipt sum is 45 higher than those cus-tomers having no such cards Moreover repurchases made by loyal consumers card owners make not less than 40 of gen-eral volume of repurchasesrdquo says Kirill Popov-Cherkasov head of loyalty program and CRM department
Source Trademastercomua
Altogether about 42 respondents pay no attention to the country of producer while purchasing
UA
27
RU
11
other
countries
5
TR
22
EC-EU
16
BY
8
PL
20
CN
19
Almost third part of people among the reasons why they do not buy clothes of Ukrainian production stated small quantity of sales points or its absence at all The crucial reason for not buying Ukrainian clothes and shoes was inconformity of ldquopricequalityrdquo criteria (45) and low production quality (37) Other 31 said small assortment and 14 ndash non-compliance with the fashion trends
CountrY-ProDuCers oF Clothes anD shoes
solD in ukraine
5
February 2011Cross-borDer DistanCe selling in ukraine Info DIGEST
Consignment to ukraine
There are several ways of doing business in Ukraine Logisti-cally speaking one can enter the market using direct import or enjoy the advantages of postal consignment
The first option is generally know and understood a company is organized in the target country the goods are certified in it and are delivered and legalized in the country delivery to the end consumers is done internally Second option is trickier one but offers many advantages at the launch face (testing the mar-ket) This instrument is a basis for cross border distance selling
Postal consignment is an international service on delivery cus-toms clearance and dispatch of mailings and parcels to one
uDma sPeCial
or several addressees Such service is convenient for distance selling companies conducting regular dispatches addressed to one or several addressees from once country to another or several countries in b2c segment The most attractive feature of consignment to Ukraine is tax and duty free shipment of up to 200 EUR value b2c parcels
Development of postal consignment to Ukraine started in 2005 when Neckermann entered Ukrainian market and con-signment agreement was signed between National Ukrain-ian postal operator Ukrpochta and Slovak Post Currently Ukrpochta has agreements with Czech Post Deutshe Post and Finish Post
In 2009 the first private postal operator together with Canadi-an-Ukrainian Company ROSAN offered its services in the con-signment market as well
Within the last 5 years following distance selling companies entered Ukrainian market via postal consignment Yves Roch-er Mir Knigi Magnet Blanche Port Bon Prix Witt Cellbes 4 home 3 Pagen La Redoute
Postal consignment includes the following servicesbull International transportation services bull В2С parcels and small parcels delivery
bull Direct mail (catalogues addressed mailings)bull COD bull Customs clearance bull International money transfersbull Tracking
It is important to understand that using postal consignment means using it two ways when parcels are delivered via this channel the money are supposed to be transferred back And there is a need of special procedure of consumer returns han-dling For more information contact respective postal opera-tors or UDMA
Source Ukrainian Direct Marketing Association
6
February 2011Cross-borDer DistanCe selling in ukraine Info DIGEST
In next digest you will find
bull Changes in Ukrainian legislation and economics
bull Market news
bull Ukraine and social networks
Please feel free to write us at distance_selling_in_UAuadmcomua if you want to decline or recommend digest to your colleagues
copy UADM 2011
ldquoDirect Marketing Days in Ukraine 2011rdquo (26ndash27 May 2011 Kiev Ukraine) is the largest business forum of the direct mar-keting industry on the territory of the Eastern Europe and CIS countries since 2000 Two-dayrsquos journey into the world of per-sonal communications from classic rules of making friends with the customers to the key trends ndash presented by the leading experts of the national and international market ndash this is all about DM Days in Ukraine
the Forum will last several days
Loyalty Day
The message is always the same Love your customer just like you love yourself ) Donrsquot send any spam donrsquot call without reason donrsquot send texts at night take care of your customer protect him and give him joy ndash and the customer wonrsquot look for some other provider
Communication Strategy Day
Is the direct marketing style business possible Yes moreover it is impossible to run it in any other way While many market-ing people were leading towards personal communications these tools have already come to take over
DM Tools Day
Are mobile and social media marketing among the DM tools Experienced DM specialists have no doubt about that As they imply personalized communication But does one understand the specific features of these instruments Practice of applica-tion Skills of effective application Unfortunately very often this is not the case Let us correct the situation
Competence Day
Knowing WHAT to do we can pass on to WHO and HOW Lit-erally ndash which competences and character features should mod-ern marketing manager have Does he or she have to be smart good-looking Should he or she take the lead of everything and everyone be able to enjoy life and be always ready to create And the main thing ndash how to fit everything into 24 hourshellip
МО Day
Distance selling in Ukraine is not too bright industry from the view of publicity But the pace of its development and rising turnovers imply the confidence in the near future prosperity The main drivers of the industry are going to reveal the truth
Direct Hit Day
Practice practice and practice Implemented ideas proven results Source of ideas Pride in the colleagues and envy of competitors ndash all this at the public defense of the best projects of the season 2010-2011 according to the competent jury
Day OFF
Nothing contributes to the good perception of information and exposure to the subject than active rest and communica-tion with colleagues This is why the moments of rest are well fitted into the program of the Forum ndash WELCOME Party GALA Party Relax breaks and even the city tour around Kiev in spring blossom
Organizer OS-Direct Marketing Group and Ukrainian Direct Marketing Association (UDMA)
For more detail do not hesitate to contact organizing committee
international business Forum ldquoDireCt marketing DaYs in ukraine 2011rdquo
2
February 2011Cross-borDer DistanCe selling in ukraine Info DIGEST
nbu QuantitY oF aCtiVe PaYment CarDs in ukraine greW 1 in 2010 Quantity of active payment cards in Ukraine grew 1 (or 301 thousand pieces ndash up to 29405 million) in 2010 reports website of National Bank of Ukraine (NBU)
According to the information provided in fourth quarter of 2010 quantity of active pay-ment cards grew 2 or 583 thousand pieces
According to the NBU active payment cards are cards by which at least one issue missions was conducted in the past 12 months
Total amount of payment cards issued by Ukrainian banks grew 43 or 1906 million pieces in 2010 (total 46375 million pieces)
Amount of ATMs grew 42 or 1225 ma-chines in 2010 (total up to 302 thousand pieces)
As it was reported earlier till October 2010 140 banks of 176 acting credit and financial institutions were members of card payment system They were servicing about 40 million of payment cards owners
In 2009 quantity of active payment cards de-creased on 246 or 9472 million pieces
Source Financeua
uDma sPeCial
On June 1st 2010 the Verkhovna Rada of Ukraine adopted Law ldquoOn Personal Data Protectionrdquo The Law came into effect on January 1st 2011
Law formation and adoption is based on mutual agreement signed between European Union and Ukraine called ldquoCoop-eration Matrixrdquo One of the conditions accordingly is Ukrainersquos obligation to validate and implement convention on personal data protection Thereby Ukraine has made yet another step on its way to becoming democratic and European country
However some provisions of the given Law leave representa-tives of the effected business spheres asking questions be-cause these provisions are inadvisable hardly implementable and barely controllable
The Law foresees creation of Specialized Authority vesting controlling and supervising powers in personal data protection issues So call-centers banks insurance companies marketing agencies list broking agencies and other companies in some or other way connected with personal data basically get new category of state inspecting services with almost unlimited powers Such Specialized Authority was created in December 2010 Currently it consists of one person ndash its Head
The Law also provides creation of the State Register of person-al data lists The owners of Personal Databases (PDB) would have to register obligatorily in the stated register all used andor stored PDBs Moreover PDB owners would have to inform the Authority every time when administrator processing aims location etc of such PDBs change Obviously that implemen-tation of such provision law is extremely difficult There are many complications and peculiarities for example registration application form applicant one should state information about DB administrator and its location (eg hosting place) law cre-ators didnrsquot take to account the fact that often DB owner or administrator doesnrsquot know exact location of the host Moreo-ver if personal data base is part of the web site change of the hosting provider will automatically make data base owner inform authorized organ about such change
While discussing this issue representatives of different branch associations agreed that the existence of the law regulating activities connected with personal data use and protection is very important At the same time entrepreneurs and lawyers
noted that with the present law wording its provision being non-transparent and different interpretation possibilities it will be quite difficult to reach specified goals According to the lawyer Eveniy Zakharov one of the main law disadvantages is absence of personal data division at least into two groups ldquoThe first group is personal data of general character which could be distributed without personal data owner permission Namely name surname patronymic date of birth nationality etchellip The second group is sensitive data health state personal life credit history taxation real estate etc Non-division on such groups makes some of the law provision simply meaninglessrdquo
Another essential disadvantages of the law is imprecise de-termination of the ldquodata baserdquo itself ldquoAlmost everyone has electronic address book According to the law such books are considered to be personal data and they have to be registered in corresponding registerrdquo reported Mr Zaharov
According to Valentin Kalashnik President of Ukrainian Asso-ciation of Direct Marketing and founder of Public Initiative ldquoFor personal data protection legislation harmonizationrdquo such law uncertainty could lead to abuses by the bureaucrats ldquoWe are talking about additional cost and additional excuses to raise funds As an entrepreneur I am interested in no intervening in my business life but at the same time I am also interested in fair play rulesrdquo underlined Mr Kalashnik
The entrepreneurs reported that their expert group had de-veloped proposals on Law improvement and are ready to pro-vide their elaborations to the authorities
According to the materials of wwwpdpnetua
Who is ProteCteD bY laW on Personal Data ProteCtion
3
February 2011Cross-borDer DistanCe selling in ukraine Info DIGEST
market neWs
ukrainian retail Plans aCtiVe eXPansion in 2011
Retail players operating on Ukrainian market plan active expansion in 2011
Quantity of new FMCG chain stores in 2011 in Ukraine will grow at least 43 Such forecast was provided by consulting agency GT Partners Ukraine experts for LigaBusinessInform
According to the GT Partners Ukraine prognosis quantity of new stores and growth of general retail turnover in 2011 will notably outgrow figures reached in 2009 and 2010 They calculate 350-420 new chain FMCG selling points will be opened in 2011
Food operators acting on Ukrainian territory opened 245 new stores (excluding stores that changed its entitlement as a result of merger) in 2010 and 250 selling points in 2009 Currently around 45 food retailers have already announced their desire to open new stores in 2011
Presumably the most active players of food market in Ukraine in 2011 will be players actively opening new stores in the previous year Namely ldquoATB-marketrdquo (Dnepropetrovsk) ldquoUkrainian Retailrdquo (Donetsk) ldquoFozzy Grouprdquo (Kiev) ldquoPakko Holdingrdquo (Lutsk) ldquoPBB Grouprdquo (Dnepropetrovsk) ldquoBarvinokrdquo (Lvov) ldquoSPAR-Ukrainerdquo (Kiev) etc
According to our prognosis retail market consolidation growth will con-tinue in 2011 as well We expect several deals of bigger players merging small operators ndash GT Partners Ukraine experts report
The following type of stores ldquosupermarketsrdquo ldquodiscountersrdquo and ldquonext door storerdquo will be actively opening in 2011 in Ukraine Moreo-ver quantity of newly opened hypermarkets will exceed data of 2010 when 4 new hypermarkets were opened
Source Liganet
oVer halF oF all ukrainian householDs are leD bY Women
According to the Family and Gender Department of Minis-try of Family Youth and Sport Affairs over half of all Ukrain-ian households are led by women in both urban and rural settlements
Men aged 30-59 are in charge of 13 households In 2010 as in 2009 every fifth household is a young family
Share of households led by people of retirement age is higher in rural areas than in urban ones (49 vs 37)
The most popular households in Ukraine are still households consisting of two people (291)
Numerous households (consisting of five and more people) is mainly presented in rural areas (14 vs 6 in urban)
Large households (consisting of four and more persons) prevail in Western part of Ukraine Zakarpattya Volynrsquo Lvov Ivano-Frankovsk Chernovtsy Ternopol and Rovno regions (50-32)
Number of households in Ukraine in 2010 was 175 million 69 thereof are located in urban settlements (43 in cities with population more than 100 000 26 in cities with popula-tion less than 100 000) and 31 ndash in rural ones
Source Kievua
25 of households led by women aged 55 and older
20 of households ledby women aged 30-45
14 of households led by men aged 60 and older
10 of households led by people aged 18-29
4
February 2011Cross-borDer DistanCe selling in ukraine Info DIGEST
ukrainian FamilY sPenDs 400 uah on Clothes monthlY
Every sixth family spends up to 100 UAH monthly every fourth one ndash from 100 to 300 UAH and every fifth one ndash from 300 to 500 UAH reports Sociological Group ldquoReyting (Rating)rdquo
16 of respondents purchase clothes and shoes monthly 41 ndash once or twice per season 22 ndash once or twice per year and 13 ndash rarer than once per year
The most active clothes buyers are people from West and North (Kiev being the leader) the less active ndash people from East
According to the results of research
bull youth is more active in clothes buying
bull people of over 60 year old purchase clothes less than once per year
bull the most active consumers are women and people living in urban area
Respondents with monthly income 3 000 UAH and over are buying clothes twice as much than respondents with income less than 1 000 UAH Employed population buy clothes 15 times more often than unemployed though there are active people and in this category students and housewives
The more educated person the oftener shehe purchases clothes and shoes Singles are more active than married ones in terms of buying however married people are more active than divorcees
434 thousanDs oF loYal Consumers For ldquoFoXtrotrdquo ComPanY in 2010
Company ldquoFoxtrot Households appliancesrdquo was founded in 1994 and currently is one of leaders in household appliances and electronics retail in chain segment in Ukraine and Moldova The company is presented in 102 regions and districts of Ukraine Total shopping space is more than 200 000 square meters
The company reports that at the beginning of 2011 there were 3 million members of ldquoComfort Programrdquo New possibilities of ldquocomfortrdquo card attract new consumers alongside with existing consumer continue using their privileges and unique services
Last results of to the development of loyalty programs in Ukraine state that ldquoComfort Programrdquo showed the best figures in non-food retail according to the criteria of citizensrsquo involvement The program is in top-10 of high-demanded loyalty programs among the population (together with large food retailers)
ldquoComfortrdquo cards owners make purchases three times oftener and their average receipt sum is 45 higher than those cus-tomers having no such cards Moreover repurchases made by loyal consumers card owners make not less than 40 of gen-eral volume of repurchasesrdquo says Kirill Popov-Cherkasov head of loyalty program and CRM department
Source Trademastercomua
Altogether about 42 respondents pay no attention to the country of producer while purchasing
UA
27
RU
11
other
countries
5
TR
22
EC-EU
16
BY
8
PL
20
CN
19
Almost third part of people among the reasons why they do not buy clothes of Ukrainian production stated small quantity of sales points or its absence at all The crucial reason for not buying Ukrainian clothes and shoes was inconformity of ldquopricequalityrdquo criteria (45) and low production quality (37) Other 31 said small assortment and 14 ndash non-compliance with the fashion trends
CountrY-ProDuCers oF Clothes anD shoes
solD in ukraine
5
February 2011Cross-borDer DistanCe selling in ukraine Info DIGEST
Consignment to ukraine
There are several ways of doing business in Ukraine Logisti-cally speaking one can enter the market using direct import or enjoy the advantages of postal consignment
The first option is generally know and understood a company is organized in the target country the goods are certified in it and are delivered and legalized in the country delivery to the end consumers is done internally Second option is trickier one but offers many advantages at the launch face (testing the mar-ket) This instrument is a basis for cross border distance selling
Postal consignment is an international service on delivery cus-toms clearance and dispatch of mailings and parcels to one
uDma sPeCial
or several addressees Such service is convenient for distance selling companies conducting regular dispatches addressed to one or several addressees from once country to another or several countries in b2c segment The most attractive feature of consignment to Ukraine is tax and duty free shipment of up to 200 EUR value b2c parcels
Development of postal consignment to Ukraine started in 2005 when Neckermann entered Ukrainian market and con-signment agreement was signed between National Ukrain-ian postal operator Ukrpochta and Slovak Post Currently Ukrpochta has agreements with Czech Post Deutshe Post and Finish Post
In 2009 the first private postal operator together with Canadi-an-Ukrainian Company ROSAN offered its services in the con-signment market as well
Within the last 5 years following distance selling companies entered Ukrainian market via postal consignment Yves Roch-er Mir Knigi Magnet Blanche Port Bon Prix Witt Cellbes 4 home 3 Pagen La Redoute
Postal consignment includes the following servicesbull International transportation services bull В2С parcels and small parcels delivery
bull Direct mail (catalogues addressed mailings)bull COD bull Customs clearance bull International money transfersbull Tracking
It is important to understand that using postal consignment means using it two ways when parcels are delivered via this channel the money are supposed to be transferred back And there is a need of special procedure of consumer returns han-dling For more information contact respective postal opera-tors or UDMA
Source Ukrainian Direct Marketing Association
6
February 2011Cross-borDer DistanCe selling in ukraine Info DIGEST
In next digest you will find
bull Changes in Ukrainian legislation and economics
bull Market news
bull Ukraine and social networks
Please feel free to write us at distance_selling_in_UAuadmcomua if you want to decline or recommend digest to your colleagues
copy UADM 2011
ldquoDirect Marketing Days in Ukraine 2011rdquo (26ndash27 May 2011 Kiev Ukraine) is the largest business forum of the direct mar-keting industry on the territory of the Eastern Europe and CIS countries since 2000 Two-dayrsquos journey into the world of per-sonal communications from classic rules of making friends with the customers to the key trends ndash presented by the leading experts of the national and international market ndash this is all about DM Days in Ukraine
the Forum will last several days
Loyalty Day
The message is always the same Love your customer just like you love yourself ) Donrsquot send any spam donrsquot call without reason donrsquot send texts at night take care of your customer protect him and give him joy ndash and the customer wonrsquot look for some other provider
Communication Strategy Day
Is the direct marketing style business possible Yes moreover it is impossible to run it in any other way While many market-ing people were leading towards personal communications these tools have already come to take over
DM Tools Day
Are mobile and social media marketing among the DM tools Experienced DM specialists have no doubt about that As they imply personalized communication But does one understand the specific features of these instruments Practice of applica-tion Skills of effective application Unfortunately very often this is not the case Let us correct the situation
Competence Day
Knowing WHAT to do we can pass on to WHO and HOW Lit-erally ndash which competences and character features should mod-ern marketing manager have Does he or she have to be smart good-looking Should he or she take the lead of everything and everyone be able to enjoy life and be always ready to create And the main thing ndash how to fit everything into 24 hourshellip
МО Day
Distance selling in Ukraine is not too bright industry from the view of publicity But the pace of its development and rising turnovers imply the confidence in the near future prosperity The main drivers of the industry are going to reveal the truth
Direct Hit Day
Practice practice and practice Implemented ideas proven results Source of ideas Pride in the colleagues and envy of competitors ndash all this at the public defense of the best projects of the season 2010-2011 according to the competent jury
Day OFF
Nothing contributes to the good perception of information and exposure to the subject than active rest and communica-tion with colleagues This is why the moments of rest are well fitted into the program of the Forum ndash WELCOME Party GALA Party Relax breaks and even the city tour around Kiev in spring blossom
Organizer OS-Direct Marketing Group and Ukrainian Direct Marketing Association (UDMA)
For more detail do not hesitate to contact organizing committee
international business Forum ldquoDireCt marketing DaYs in ukraine 2011rdquo
3
February 2011Cross-borDer DistanCe selling in ukraine Info DIGEST
market neWs
ukrainian retail Plans aCtiVe eXPansion in 2011
Retail players operating on Ukrainian market plan active expansion in 2011
Quantity of new FMCG chain stores in 2011 in Ukraine will grow at least 43 Such forecast was provided by consulting agency GT Partners Ukraine experts for LigaBusinessInform
According to the GT Partners Ukraine prognosis quantity of new stores and growth of general retail turnover in 2011 will notably outgrow figures reached in 2009 and 2010 They calculate 350-420 new chain FMCG selling points will be opened in 2011
Food operators acting on Ukrainian territory opened 245 new stores (excluding stores that changed its entitlement as a result of merger) in 2010 and 250 selling points in 2009 Currently around 45 food retailers have already announced their desire to open new stores in 2011
Presumably the most active players of food market in Ukraine in 2011 will be players actively opening new stores in the previous year Namely ldquoATB-marketrdquo (Dnepropetrovsk) ldquoUkrainian Retailrdquo (Donetsk) ldquoFozzy Grouprdquo (Kiev) ldquoPakko Holdingrdquo (Lutsk) ldquoPBB Grouprdquo (Dnepropetrovsk) ldquoBarvinokrdquo (Lvov) ldquoSPAR-Ukrainerdquo (Kiev) etc
According to our prognosis retail market consolidation growth will con-tinue in 2011 as well We expect several deals of bigger players merging small operators ndash GT Partners Ukraine experts report
The following type of stores ldquosupermarketsrdquo ldquodiscountersrdquo and ldquonext door storerdquo will be actively opening in 2011 in Ukraine Moreo-ver quantity of newly opened hypermarkets will exceed data of 2010 when 4 new hypermarkets were opened
Source Liganet
oVer halF oF all ukrainian householDs are leD bY Women
According to the Family and Gender Department of Minis-try of Family Youth and Sport Affairs over half of all Ukrain-ian households are led by women in both urban and rural settlements
Men aged 30-59 are in charge of 13 households In 2010 as in 2009 every fifth household is a young family
Share of households led by people of retirement age is higher in rural areas than in urban ones (49 vs 37)
The most popular households in Ukraine are still households consisting of two people (291)
Numerous households (consisting of five and more people) is mainly presented in rural areas (14 vs 6 in urban)
Large households (consisting of four and more persons) prevail in Western part of Ukraine Zakarpattya Volynrsquo Lvov Ivano-Frankovsk Chernovtsy Ternopol and Rovno regions (50-32)
Number of households in Ukraine in 2010 was 175 million 69 thereof are located in urban settlements (43 in cities with population more than 100 000 26 in cities with popula-tion less than 100 000) and 31 ndash in rural ones
Source Kievua
25 of households led by women aged 55 and older
20 of households ledby women aged 30-45
14 of households led by men aged 60 and older
10 of households led by people aged 18-29
4
February 2011Cross-borDer DistanCe selling in ukraine Info DIGEST
ukrainian FamilY sPenDs 400 uah on Clothes monthlY
Every sixth family spends up to 100 UAH monthly every fourth one ndash from 100 to 300 UAH and every fifth one ndash from 300 to 500 UAH reports Sociological Group ldquoReyting (Rating)rdquo
16 of respondents purchase clothes and shoes monthly 41 ndash once or twice per season 22 ndash once or twice per year and 13 ndash rarer than once per year
The most active clothes buyers are people from West and North (Kiev being the leader) the less active ndash people from East
According to the results of research
bull youth is more active in clothes buying
bull people of over 60 year old purchase clothes less than once per year
bull the most active consumers are women and people living in urban area
Respondents with monthly income 3 000 UAH and over are buying clothes twice as much than respondents with income less than 1 000 UAH Employed population buy clothes 15 times more often than unemployed though there are active people and in this category students and housewives
The more educated person the oftener shehe purchases clothes and shoes Singles are more active than married ones in terms of buying however married people are more active than divorcees
434 thousanDs oF loYal Consumers For ldquoFoXtrotrdquo ComPanY in 2010
Company ldquoFoxtrot Households appliancesrdquo was founded in 1994 and currently is one of leaders in household appliances and electronics retail in chain segment in Ukraine and Moldova The company is presented in 102 regions and districts of Ukraine Total shopping space is more than 200 000 square meters
The company reports that at the beginning of 2011 there were 3 million members of ldquoComfort Programrdquo New possibilities of ldquocomfortrdquo card attract new consumers alongside with existing consumer continue using their privileges and unique services
Last results of to the development of loyalty programs in Ukraine state that ldquoComfort Programrdquo showed the best figures in non-food retail according to the criteria of citizensrsquo involvement The program is in top-10 of high-demanded loyalty programs among the population (together with large food retailers)
ldquoComfortrdquo cards owners make purchases three times oftener and their average receipt sum is 45 higher than those cus-tomers having no such cards Moreover repurchases made by loyal consumers card owners make not less than 40 of gen-eral volume of repurchasesrdquo says Kirill Popov-Cherkasov head of loyalty program and CRM department
Source Trademastercomua
Altogether about 42 respondents pay no attention to the country of producer while purchasing
UA
27
RU
11
other
countries
5
TR
22
EC-EU
16
BY
8
PL
20
CN
19
Almost third part of people among the reasons why they do not buy clothes of Ukrainian production stated small quantity of sales points or its absence at all The crucial reason for not buying Ukrainian clothes and shoes was inconformity of ldquopricequalityrdquo criteria (45) and low production quality (37) Other 31 said small assortment and 14 ndash non-compliance with the fashion trends
CountrY-ProDuCers oF Clothes anD shoes
solD in ukraine
5
February 2011Cross-borDer DistanCe selling in ukraine Info DIGEST
Consignment to ukraine
There are several ways of doing business in Ukraine Logisti-cally speaking one can enter the market using direct import or enjoy the advantages of postal consignment
The first option is generally know and understood a company is organized in the target country the goods are certified in it and are delivered and legalized in the country delivery to the end consumers is done internally Second option is trickier one but offers many advantages at the launch face (testing the mar-ket) This instrument is a basis for cross border distance selling
Postal consignment is an international service on delivery cus-toms clearance and dispatch of mailings and parcels to one
uDma sPeCial
or several addressees Such service is convenient for distance selling companies conducting regular dispatches addressed to one or several addressees from once country to another or several countries in b2c segment The most attractive feature of consignment to Ukraine is tax and duty free shipment of up to 200 EUR value b2c parcels
Development of postal consignment to Ukraine started in 2005 when Neckermann entered Ukrainian market and con-signment agreement was signed between National Ukrain-ian postal operator Ukrpochta and Slovak Post Currently Ukrpochta has agreements with Czech Post Deutshe Post and Finish Post
In 2009 the first private postal operator together with Canadi-an-Ukrainian Company ROSAN offered its services in the con-signment market as well
Within the last 5 years following distance selling companies entered Ukrainian market via postal consignment Yves Roch-er Mir Knigi Magnet Blanche Port Bon Prix Witt Cellbes 4 home 3 Pagen La Redoute
Postal consignment includes the following servicesbull International transportation services bull В2С parcels and small parcels delivery
bull Direct mail (catalogues addressed mailings)bull COD bull Customs clearance bull International money transfersbull Tracking
It is important to understand that using postal consignment means using it two ways when parcels are delivered via this channel the money are supposed to be transferred back And there is a need of special procedure of consumer returns han-dling For more information contact respective postal opera-tors or UDMA
Source Ukrainian Direct Marketing Association
6
February 2011Cross-borDer DistanCe selling in ukraine Info DIGEST
In next digest you will find
bull Changes in Ukrainian legislation and economics
bull Market news
bull Ukraine and social networks
Please feel free to write us at distance_selling_in_UAuadmcomua if you want to decline or recommend digest to your colleagues
copy UADM 2011
ldquoDirect Marketing Days in Ukraine 2011rdquo (26ndash27 May 2011 Kiev Ukraine) is the largest business forum of the direct mar-keting industry on the territory of the Eastern Europe and CIS countries since 2000 Two-dayrsquos journey into the world of per-sonal communications from classic rules of making friends with the customers to the key trends ndash presented by the leading experts of the national and international market ndash this is all about DM Days in Ukraine
the Forum will last several days
Loyalty Day
The message is always the same Love your customer just like you love yourself ) Donrsquot send any spam donrsquot call without reason donrsquot send texts at night take care of your customer protect him and give him joy ndash and the customer wonrsquot look for some other provider
Communication Strategy Day
Is the direct marketing style business possible Yes moreover it is impossible to run it in any other way While many market-ing people were leading towards personal communications these tools have already come to take over
DM Tools Day
Are mobile and social media marketing among the DM tools Experienced DM specialists have no doubt about that As they imply personalized communication But does one understand the specific features of these instruments Practice of applica-tion Skills of effective application Unfortunately very often this is not the case Let us correct the situation
Competence Day
Knowing WHAT to do we can pass on to WHO and HOW Lit-erally ndash which competences and character features should mod-ern marketing manager have Does he or she have to be smart good-looking Should he or she take the lead of everything and everyone be able to enjoy life and be always ready to create And the main thing ndash how to fit everything into 24 hourshellip
МО Day
Distance selling in Ukraine is not too bright industry from the view of publicity But the pace of its development and rising turnovers imply the confidence in the near future prosperity The main drivers of the industry are going to reveal the truth
Direct Hit Day
Practice practice and practice Implemented ideas proven results Source of ideas Pride in the colleagues and envy of competitors ndash all this at the public defense of the best projects of the season 2010-2011 according to the competent jury
Day OFF
Nothing contributes to the good perception of information and exposure to the subject than active rest and communica-tion with colleagues This is why the moments of rest are well fitted into the program of the Forum ndash WELCOME Party GALA Party Relax breaks and even the city tour around Kiev in spring blossom
Organizer OS-Direct Marketing Group and Ukrainian Direct Marketing Association (UDMA)
For more detail do not hesitate to contact organizing committee
international business Forum ldquoDireCt marketing DaYs in ukraine 2011rdquo
4
February 2011Cross-borDer DistanCe selling in ukraine Info DIGEST
ukrainian FamilY sPenDs 400 uah on Clothes monthlY
Every sixth family spends up to 100 UAH monthly every fourth one ndash from 100 to 300 UAH and every fifth one ndash from 300 to 500 UAH reports Sociological Group ldquoReyting (Rating)rdquo
16 of respondents purchase clothes and shoes monthly 41 ndash once or twice per season 22 ndash once or twice per year and 13 ndash rarer than once per year
The most active clothes buyers are people from West and North (Kiev being the leader) the less active ndash people from East
According to the results of research
bull youth is more active in clothes buying
bull people of over 60 year old purchase clothes less than once per year
bull the most active consumers are women and people living in urban area
Respondents with monthly income 3 000 UAH and over are buying clothes twice as much than respondents with income less than 1 000 UAH Employed population buy clothes 15 times more often than unemployed though there are active people and in this category students and housewives
The more educated person the oftener shehe purchases clothes and shoes Singles are more active than married ones in terms of buying however married people are more active than divorcees
434 thousanDs oF loYal Consumers For ldquoFoXtrotrdquo ComPanY in 2010
Company ldquoFoxtrot Households appliancesrdquo was founded in 1994 and currently is one of leaders in household appliances and electronics retail in chain segment in Ukraine and Moldova The company is presented in 102 regions and districts of Ukraine Total shopping space is more than 200 000 square meters
The company reports that at the beginning of 2011 there were 3 million members of ldquoComfort Programrdquo New possibilities of ldquocomfortrdquo card attract new consumers alongside with existing consumer continue using their privileges and unique services
Last results of to the development of loyalty programs in Ukraine state that ldquoComfort Programrdquo showed the best figures in non-food retail according to the criteria of citizensrsquo involvement The program is in top-10 of high-demanded loyalty programs among the population (together with large food retailers)
ldquoComfortrdquo cards owners make purchases three times oftener and their average receipt sum is 45 higher than those cus-tomers having no such cards Moreover repurchases made by loyal consumers card owners make not less than 40 of gen-eral volume of repurchasesrdquo says Kirill Popov-Cherkasov head of loyalty program and CRM department
Source Trademastercomua
Altogether about 42 respondents pay no attention to the country of producer while purchasing
UA
27
RU
11
other
countries
5
TR
22
EC-EU
16
BY
8
PL
20
CN
19
Almost third part of people among the reasons why they do not buy clothes of Ukrainian production stated small quantity of sales points or its absence at all The crucial reason for not buying Ukrainian clothes and shoes was inconformity of ldquopricequalityrdquo criteria (45) and low production quality (37) Other 31 said small assortment and 14 ndash non-compliance with the fashion trends
CountrY-ProDuCers oF Clothes anD shoes
solD in ukraine
5
February 2011Cross-borDer DistanCe selling in ukraine Info DIGEST
Consignment to ukraine
There are several ways of doing business in Ukraine Logisti-cally speaking one can enter the market using direct import or enjoy the advantages of postal consignment
The first option is generally know and understood a company is organized in the target country the goods are certified in it and are delivered and legalized in the country delivery to the end consumers is done internally Second option is trickier one but offers many advantages at the launch face (testing the mar-ket) This instrument is a basis for cross border distance selling
Postal consignment is an international service on delivery cus-toms clearance and dispatch of mailings and parcels to one
uDma sPeCial
or several addressees Such service is convenient for distance selling companies conducting regular dispatches addressed to one or several addressees from once country to another or several countries in b2c segment The most attractive feature of consignment to Ukraine is tax and duty free shipment of up to 200 EUR value b2c parcels
Development of postal consignment to Ukraine started in 2005 when Neckermann entered Ukrainian market and con-signment agreement was signed between National Ukrain-ian postal operator Ukrpochta and Slovak Post Currently Ukrpochta has agreements with Czech Post Deutshe Post and Finish Post
In 2009 the first private postal operator together with Canadi-an-Ukrainian Company ROSAN offered its services in the con-signment market as well
Within the last 5 years following distance selling companies entered Ukrainian market via postal consignment Yves Roch-er Mir Knigi Magnet Blanche Port Bon Prix Witt Cellbes 4 home 3 Pagen La Redoute
Postal consignment includes the following servicesbull International transportation services bull В2С parcels and small parcels delivery
bull Direct mail (catalogues addressed mailings)bull COD bull Customs clearance bull International money transfersbull Tracking
It is important to understand that using postal consignment means using it two ways when parcels are delivered via this channel the money are supposed to be transferred back And there is a need of special procedure of consumer returns han-dling For more information contact respective postal opera-tors or UDMA
Source Ukrainian Direct Marketing Association
6
February 2011Cross-borDer DistanCe selling in ukraine Info DIGEST
In next digest you will find
bull Changes in Ukrainian legislation and economics
bull Market news
bull Ukraine and social networks
Please feel free to write us at distance_selling_in_UAuadmcomua if you want to decline or recommend digest to your colleagues
copy UADM 2011
ldquoDirect Marketing Days in Ukraine 2011rdquo (26ndash27 May 2011 Kiev Ukraine) is the largest business forum of the direct mar-keting industry on the territory of the Eastern Europe and CIS countries since 2000 Two-dayrsquos journey into the world of per-sonal communications from classic rules of making friends with the customers to the key trends ndash presented by the leading experts of the national and international market ndash this is all about DM Days in Ukraine
the Forum will last several days
Loyalty Day
The message is always the same Love your customer just like you love yourself ) Donrsquot send any spam donrsquot call without reason donrsquot send texts at night take care of your customer protect him and give him joy ndash and the customer wonrsquot look for some other provider
Communication Strategy Day
Is the direct marketing style business possible Yes moreover it is impossible to run it in any other way While many market-ing people were leading towards personal communications these tools have already come to take over
DM Tools Day
Are mobile and social media marketing among the DM tools Experienced DM specialists have no doubt about that As they imply personalized communication But does one understand the specific features of these instruments Practice of applica-tion Skills of effective application Unfortunately very often this is not the case Let us correct the situation
Competence Day
Knowing WHAT to do we can pass on to WHO and HOW Lit-erally ndash which competences and character features should mod-ern marketing manager have Does he or she have to be smart good-looking Should he or she take the lead of everything and everyone be able to enjoy life and be always ready to create And the main thing ndash how to fit everything into 24 hourshellip
МО Day
Distance selling in Ukraine is not too bright industry from the view of publicity But the pace of its development and rising turnovers imply the confidence in the near future prosperity The main drivers of the industry are going to reveal the truth
Direct Hit Day
Practice practice and practice Implemented ideas proven results Source of ideas Pride in the colleagues and envy of competitors ndash all this at the public defense of the best projects of the season 2010-2011 according to the competent jury
Day OFF
Nothing contributes to the good perception of information and exposure to the subject than active rest and communica-tion with colleagues This is why the moments of rest are well fitted into the program of the Forum ndash WELCOME Party GALA Party Relax breaks and even the city tour around Kiev in spring blossom
Organizer OS-Direct Marketing Group and Ukrainian Direct Marketing Association (UDMA)
For more detail do not hesitate to contact organizing committee
international business Forum ldquoDireCt marketing DaYs in ukraine 2011rdquo
5
February 2011Cross-borDer DistanCe selling in ukraine Info DIGEST
Consignment to ukraine
There are several ways of doing business in Ukraine Logisti-cally speaking one can enter the market using direct import or enjoy the advantages of postal consignment
The first option is generally know and understood a company is organized in the target country the goods are certified in it and are delivered and legalized in the country delivery to the end consumers is done internally Second option is trickier one but offers many advantages at the launch face (testing the mar-ket) This instrument is a basis for cross border distance selling
Postal consignment is an international service on delivery cus-toms clearance and dispatch of mailings and parcels to one
uDma sPeCial
or several addressees Such service is convenient for distance selling companies conducting regular dispatches addressed to one or several addressees from once country to another or several countries in b2c segment The most attractive feature of consignment to Ukraine is tax and duty free shipment of up to 200 EUR value b2c parcels
Development of postal consignment to Ukraine started in 2005 when Neckermann entered Ukrainian market and con-signment agreement was signed between National Ukrain-ian postal operator Ukrpochta and Slovak Post Currently Ukrpochta has agreements with Czech Post Deutshe Post and Finish Post
In 2009 the first private postal operator together with Canadi-an-Ukrainian Company ROSAN offered its services in the con-signment market as well
Within the last 5 years following distance selling companies entered Ukrainian market via postal consignment Yves Roch-er Mir Knigi Magnet Blanche Port Bon Prix Witt Cellbes 4 home 3 Pagen La Redoute
Postal consignment includes the following servicesbull International transportation services bull В2С parcels and small parcels delivery
bull Direct mail (catalogues addressed mailings)bull COD bull Customs clearance bull International money transfersbull Tracking
It is important to understand that using postal consignment means using it two ways when parcels are delivered via this channel the money are supposed to be transferred back And there is a need of special procedure of consumer returns han-dling For more information contact respective postal opera-tors or UDMA
Source Ukrainian Direct Marketing Association
6
February 2011Cross-borDer DistanCe selling in ukraine Info DIGEST
In next digest you will find
bull Changes in Ukrainian legislation and economics
bull Market news
bull Ukraine and social networks
Please feel free to write us at distance_selling_in_UAuadmcomua if you want to decline or recommend digest to your colleagues
copy UADM 2011
ldquoDirect Marketing Days in Ukraine 2011rdquo (26ndash27 May 2011 Kiev Ukraine) is the largest business forum of the direct mar-keting industry on the territory of the Eastern Europe and CIS countries since 2000 Two-dayrsquos journey into the world of per-sonal communications from classic rules of making friends with the customers to the key trends ndash presented by the leading experts of the national and international market ndash this is all about DM Days in Ukraine
the Forum will last several days
Loyalty Day
The message is always the same Love your customer just like you love yourself ) Donrsquot send any spam donrsquot call without reason donrsquot send texts at night take care of your customer protect him and give him joy ndash and the customer wonrsquot look for some other provider
Communication Strategy Day
Is the direct marketing style business possible Yes moreover it is impossible to run it in any other way While many market-ing people were leading towards personal communications these tools have already come to take over
DM Tools Day
Are mobile and social media marketing among the DM tools Experienced DM specialists have no doubt about that As they imply personalized communication But does one understand the specific features of these instruments Practice of applica-tion Skills of effective application Unfortunately very often this is not the case Let us correct the situation
Competence Day
Knowing WHAT to do we can pass on to WHO and HOW Lit-erally ndash which competences and character features should mod-ern marketing manager have Does he or she have to be smart good-looking Should he or she take the lead of everything and everyone be able to enjoy life and be always ready to create And the main thing ndash how to fit everything into 24 hourshellip
МО Day
Distance selling in Ukraine is not too bright industry from the view of publicity But the pace of its development and rising turnovers imply the confidence in the near future prosperity The main drivers of the industry are going to reveal the truth
Direct Hit Day
Practice practice and practice Implemented ideas proven results Source of ideas Pride in the colleagues and envy of competitors ndash all this at the public defense of the best projects of the season 2010-2011 according to the competent jury
Day OFF
Nothing contributes to the good perception of information and exposure to the subject than active rest and communica-tion with colleagues This is why the moments of rest are well fitted into the program of the Forum ndash WELCOME Party GALA Party Relax breaks and even the city tour around Kiev in spring blossom
Organizer OS-Direct Marketing Group and Ukrainian Direct Marketing Association (UDMA)
For more detail do not hesitate to contact organizing committee
international business Forum ldquoDireCt marketing DaYs in ukraine 2011rdquo
6
February 2011Cross-borDer DistanCe selling in ukraine Info DIGEST
In next digest you will find
bull Changes in Ukrainian legislation and economics
bull Market news
bull Ukraine and social networks
Please feel free to write us at distance_selling_in_UAuadmcomua if you want to decline or recommend digest to your colleagues
copy UADM 2011
ldquoDirect Marketing Days in Ukraine 2011rdquo (26ndash27 May 2011 Kiev Ukraine) is the largest business forum of the direct mar-keting industry on the territory of the Eastern Europe and CIS countries since 2000 Two-dayrsquos journey into the world of per-sonal communications from classic rules of making friends with the customers to the key trends ndash presented by the leading experts of the national and international market ndash this is all about DM Days in Ukraine
the Forum will last several days
Loyalty Day
The message is always the same Love your customer just like you love yourself ) Donrsquot send any spam donrsquot call without reason donrsquot send texts at night take care of your customer protect him and give him joy ndash and the customer wonrsquot look for some other provider
Communication Strategy Day
Is the direct marketing style business possible Yes moreover it is impossible to run it in any other way While many market-ing people were leading towards personal communications these tools have already come to take over
DM Tools Day
Are mobile and social media marketing among the DM tools Experienced DM specialists have no doubt about that As they imply personalized communication But does one understand the specific features of these instruments Practice of applica-tion Skills of effective application Unfortunately very often this is not the case Let us correct the situation
Competence Day
Knowing WHAT to do we can pass on to WHO and HOW Lit-erally ndash which competences and character features should mod-ern marketing manager have Does he or she have to be smart good-looking Should he or she take the lead of everything and everyone be able to enjoy life and be always ready to create And the main thing ndash how to fit everything into 24 hourshellip
МО Day
Distance selling in Ukraine is not too bright industry from the view of publicity But the pace of its development and rising turnovers imply the confidence in the near future prosperity The main drivers of the industry are going to reveal the truth
Direct Hit Day
Practice practice and practice Implemented ideas proven results Source of ideas Pride in the colleagues and envy of competitors ndash all this at the public defense of the best projects of the season 2010-2011 according to the competent jury
Day OFF
Nothing contributes to the good perception of information and exposure to the subject than active rest and communica-tion with colleagues This is why the moments of rest are well fitted into the program of the Forum ndash WELCOME Party GALA Party Relax breaks and even the city tour around Kiev in spring blossom
Organizer OS-Direct Marketing Group and Ukrainian Direct Marketing Association (UDMA)
For more detail do not hesitate to contact organizing committee
international business Forum ldquoDireCt marketing DaYs in ukraine 2011rdquo
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