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Suplier’S Declaration

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Page 1: Suplier’S Declaration
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http://mkaccdb.eu.int

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Suplier’s declaration• A document declaring that non-originating products

have been worked or processed in the country or economic area of supply prior to their exportation.

• The Supplier's Declaration is only required if non-originating goods to be imported are intended to acquire the status of originating goods through full cumulation with the EC and the other EEA countries.

• The Supplier's Declaration is to be submitted by the supplier of the goods.

• No specific form required. The contents of the declaration must follow the details provided in the sample below.

• The declaration should be written in any official language of the European Union.

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Rusija

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www.hk24.de

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Pavyzdys

• Įmonė CARTO Industries• Produktas: pramoniniai jungikliai ir

pramoninės lempos, tinkančios automobilių remonto dirbtuvėms

• Vietinė rinka, gana stiprus žaidėjas• 200 darbuotojų• Nėra eksporto• Tikslas: pardavimai į Švediją,

Vokietiją ir Rusiją

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Įžanga ir misija

• Carto industry is a small scale enterprise involved in the manufacture of a variety of lamps and small switchers. With our assortment of lamps we cater to the professional market and with the assortment of lamps we cater to the consumer market through a network of distributors.

• Carto industry was founded in 1972 and by continuous exploration of new horizons in the field of product development and applications we have managed to become one of the leading suppliers of lamps in our country. In the meantime, our quality is assured by ISO 9001, ISO 14001 and TS 16949 as well as CE.

• Our overall strategy is to maintain present market share in the local market and to realize business growth through expansion into international markets, primarily the EU.

• Our mission is to deliver the best quality of our products to our customers as to their requirements. We sell solutions and not just boxes.

• Our aim is to be best performer, first choice for the established trade in the global market, while being accountable to all our stakeholders in the field of environmental management, human resource management, and occupational and customer health and safety.

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Esamos rinkos pozicijos / įvadas

• ProductElaborate on your present product assortment: what products do you sell, what is their market position, and what competitive alternatives are available in the market?

• PlaceWhat is your current market coverage, which distribution channels do you use, and how does that relate to the competition?

• PriceWhat is your pricing policy, to what extent do you apply different pricing from the competition, and how do you apply pricing flexibility in order to promote sales (e.g. discounts, quantity offers, contractual tenders etc.)

• PromotionDescribe the promotional tools that you employ; your promotional mix (advertising, trade fair participation, Direct Marketing, e-Marketing etc.).

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Esamos rinkos pozicijos / pavyzdys

• Currently there are no regular export sales yet, but in the domestic market, we realize a turnover of some USD 1.5 million per year, with a growth rate of some 7% per annum. At the moment, we have 30% of the industrial segment with lamps and 40% of the consumer market with our assortment of small switchers. Occasionally, we have a small export order for lamps, as opportunity orders, but this has not exceeded USD 75,000 FCA Vilnius per annum.Our dominant domestic market position has made us decide to develop business growth through penetration of new international market.

• PRODUKTAS• With switchers, we service the industrial market segment which appreciates our

product as best performer first choice. Continuous product development takes place with our industrial partners. Competitive alternatives are imported and sold at a 10% higher price.

• With lamps, we satisfy consumer demand via a network of wholesalers and retailers. In this segment, we offer a favourable price performance ratio, with a range of different products, to satisfy different specific demand, with a positioning at the medium price level. Imported products, positioned at the higher price level are considered to offer an international image but not so much better quality. Competitors’ sales show a growth rate of some estimated 3% while our sales grow at 7% per year. The product assortment is tuned to the market annually, through new product launches to maintain and attract customers.

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Vieta

• With switchers, our market coverage is 30% of industry demand, to which we sell directly, through our own sales force. Our competitors only cater to subsidiaries of Multinational companies, who are minimizing stock in order to cut costs

• With lamps, our market coverage is 40% of total consumption, we cover the market through a network of wholesalers and retailers. Large scale retailers (LSR) buy directly from us, for which we have a staff of dedicated account managers. The competition only sells to the international retail chains.

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Kaina

• Our pricing policy for switchers is based on cost-plus on which we apply quantity discounts for the industry. This aggressive discounting differentiates us from the competition, who has to follow the standard price lists of their international suppliers. Before we increase our industry prices, we always offer our customers the opportunity of one last order at old price levels

• For our assortment of lamps we have established advised retail prices. Our wholesale discounts on these prices is 45% and our discounts for the LSR’s 40%. We have an annual promotion calendar with sales actions whereby we give end of action discounts based on sales volume.

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Rėmimas, populiarinimas

• For switchers we apply a promotional mix consisting of direct acquisition, catalogue and manual, and annually the local industrial trade fair. All trade communication for switchers is account based in order to enhance business-to-business impact

• For lamps, we apply a promotional mix consisting of consumer trade fair, allowance for in-store promotion to our distributors, and Radio and TV commercials, which dovetail into another for consistent brand building

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Rėmimas, populiarinimas

• Our lamps are considered to be an A-brand in the consumer market, with 90% brand recognition with the consumers. For both segments we have developed a website with our product assortment and specifications and both consumer and industrial help desks.

• The promotional budget for switchers is 3% on forecasted sales value per annum.

• The promotional budget for lamps is 9% on forecasted sales value per annum

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Rinkos ir pramoninės tendencijos

• Describe the past, present and future developments that take place, are envisioned to take place, or have taken place in your current and potential future markets, including particular segments: Try to identify workable market segments, and relate these to consumer behaviour, procurement practices, differences in the distribution system, regulations, fashion, economic, political and technological developments, innovation, and of course competitor activity.

• You should try to identify the most promising market (segment), providing concrete business opportunities.

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Įėjimo į rinką strategija

• In the strategy, you develop a sense of direction for your company. Based on the conclusions of the export audit and competitor analysis, you will be able to develop the strategy to meet the objectives. You will determine the market (segments), choose the most suitable distribution channel and select the right trade partner. The appropriate positioning should offer you the competitive edge you need vis-а-vis the competition, to outperform them based on customer value.

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Įėjimo į rinką strategija / pavyzdys

• Our market entry strategy is based on one first priority country and two second priority countries: Sweden, Germany and Russia

• We will position ourselves in the high end of the market.

• Quality, short time-to-market and continuous product innovation are key elements of our product strategy.

• Our pricing will be based on competitive pricing, while our distribution strategy will be based on indirect market entry through a private label marketer.

• Our promotion mix will be built around b2b activities including trade fairs and direct marketing.

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Prekės ženklo strategija

• When you decide to operate in a foreign market under your own brand name, you have to realize that substantial investments will be required. Therefore, it is only advisable to do such if it will lead to higher revenues, create binding and stimulate repeat purchases, and your own brand and company image is appreciated by the trade

• Therefore, alternatives to branding should be considered: most outsourcing companies in Europe operate under their own brand name or private label of their downstream buyers, or demand production according to specifications, with or without licensing agreement.

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Prekės ženklo strategija / pavyzdys

• Switchers represents an industrial product range and therefore, our company image is more important than product branding. As suppliers to the industry, we will brand Tartan industries as a reliable and innovative partner for consistent supplies of high quality products

• Lamps will be marketed under private label and in our trade documentation, we will focus on high degree of product conformity, innovation, end-user quality and convenience of use, in order to gain full confidence of the brand marketers. Therefore, Tartan industries will be regarded upon as a low risk, high performance co-maker.

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Produkto strategija

• Features / benefits analysis

• Do your products offer features (physical property of the product) or benefits (usage added value) that add value to the customer? Are there elements of your intrinsic product which are not appreciated by your customers? Always remember that product safety, recycle-ability and user-friendliness are dominant success factors in the European Union due to legislation.

• Unique selling proposition of your products

• Do your products offer unique properties that are an incentive to customers to buy it? You should try to name at least one USP per marketing P (product, place, promotion, price) since this will help you to formulate your sales message.

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Produkto plėtra

• You will discover that only in exceptional cases your product will be directly acceptable to the market.

• Therefore product development capability, in relation to market demands is of crucial importance. Moreover, at a higher level, not only product development but more so process management capability is a key issue for success.

• When your process reaches European conformity (including research and development processes), this will attract customers who will assist you in producing according to required specifications. In this respect, consider the importance of compliance and assurance with management systems (e.g. ISO 9001:2000 for quality management and HACCP for food safety).

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Produkto pakuotė

• In most cases packaging is one of the product features that needs market adaptation. Packaging includes all aspects of the package that holds your product and must be practical, convenient and promotional. Issues of engineering, design, graphics, distribution and marketing enter into packaging solutions for exports.

• In the EU three new packaging issues have emerged: environmental concerns, safety concerns, and what we call ‘packaging as product’.

• In most cases it is advised to include the trade partner in the packaging adaptation decisions.

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Įėjimo į rinką strategiją

• Strategijos santrauka (misija, tikslai, produktas / paslauga, klientas, rinka, kaip patekti, koks biudžetas, kaip vertinti rezultatą)

• Rinkos ir segmentai • Pozicionavimas• Prekės ženklo strategija• 4 p: produktas, vieta, kaina,

rėmimas• Veiksmų planas

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Praktinis darbas

• BLUFF YOUR WAY IN MARKETING

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Praktinis darbas

• Einant į kitas rinkas įmonėje:

• Kokios žinios, sugebėjimai ir įgūdžiai reikalingi?

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Produktų portfelis eksportui / KSF

• Ciklas• Pelningumas• Sezoniškumas

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Produkto bruožai / features

• IT paslauga• Sveikatos teikimo paslauga• Baldai• Mokymai• Metalo gaminiai