Sales Marketing Presentation(Narav)[1]


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Sales Marketing Presentation(Narav)[1]

  1. 1. Sales & Marketing Review 2 8 DECEMBER 200 6
  2. 2. Objectives <ul><li>Provides one-stop integrat ed platform in customs, logistics, taxation, import, export and insurance services for our members </li></ul><ul><li>R educ e jewelry trading transaction cost, standardize jewelry industrial operation, and provide information logistics for both domestic and international jewelry industries. </li></ul>
  3. 3. Who is our customers?
  4. 4. Target Customer Group <ul><li>Level I VIP, Si ght holder Sales Turnover </li></ul><ul><li>Level II Target Group Traffic Generator </li></ul><ul><li>Level III Diamond Bourse members Build Up Status </li></ul>LEVEL TYPE PURPOSE
  5. 5. Target Customer – Level I <ul><li>Membership </li></ul><ul><ul><li>Honorary Member (by invitation) </li></ul></ul><ul><li>Major Customers </li></ul><ul><ul><li>VIP/ Si ght holder: GIA, HRD, Noble, Micky, Wing Hang, DTC, KGK, KARP, Lahki Group, etc. </li></ul></ul><ul><li>Members Recruitment </li></ul><ul><ul><li>through management invitation , Associations recommendations and referrals and cold calls </li></ul></ul>
  6. 6. Target Customer – Level II <ul><li>Membership </li></ul><ul><ul><li>Trade Member </li></ul></ul><ul><li>Major Customer </li></ul><ul><ul><li>International raw material suppliers, wholesalers, traders, retailers, brand owners for rough or loose diamond, finished diamond, Gold and Silver jewelry </li></ul></ul><ul><li>Members Recruitment </li></ul><ul><ul><li>Cold call, direct mail, exhibition, visit factory, one-on-one sales and marketing program </li></ul></ul>
  7. 7. Target Customer – Trade Members <ul><li>Membership </li></ul><ul><ul><li>Top 30 members in Mumbai Diamond Exchange </li></ul></ul><ul><li>Major Customer </li></ul><ul><ul><li>Example Only : CIMA, SPIRO, ACE, KUNJLATA, AVI, Stelman & Zonen, Benelux, Vijay, etc. </li></ul></ul><ul><li>Members Recruitment </li></ul><ul><ul><li>Client visit, meeting, reference, or through management invitation </li></ul></ul>
  8. 8. Target Customers (Overseas) <ul><li>1st Tier: India, HK customer </li></ul><ul><ul><li>raw material supplier (major on diamond) </li></ul></ul><ul><ul><ul><li>middle & small size company </li></ul></ul></ul><ul><ul><ul><li>no (or limited) presence in HKG & China </li></ul></ul></ul><ul><ul><ul><li>eager to step in PRC </li></ul></ul></ul><ul><ul><li>Image promotion: “ Gateway to China” </li></ul></ul><ul><li>2 nd Tier: Israel, Belgium & USA </li></ul><ul><ul><li>raw material supplier (major on diamond) </li></ul></ul><ul><ul><ul><li>middle & small size company </li></ul></ul></ul><ul><ul><ul><li>no (or limit presence) in HKG & China </li></ul></ul></ul><ul><ul><ul><li>eager to step in PRC </li></ul></ul></ul><ul><ul><li>Branded retailer – Chain store or Traders </li></ul></ul><ul><li>3rd Tie r : Thailand </li></ul><ul><ul><li>Gem stone suppliers </li></ul></ul><ul><ul><li>Traders or Buyers for raw materials and OEM in China </li></ul></ul><ul><li>4th Tier: Japan </li></ul><ul><ul><li>Pearl suppliers </li></ul></ul><ul><ul><li>Traders or Buyers for raw materials and OEM in China </li></ul></ul>
  9. 9. <ul><li>1st Tier: Factory Member </li></ul><ul><ul><li>middle or small size factory in Panyu & Guangdong </li></ul></ul><ul><ul><li>factory’s raw material purchaser (usually sr. management, director or boss) </li></ul></ul><ul><ul><li>Or individual raw material purchasers / middleman </li></ul></ul><ul><ul><li>Manufacturers, retailers, wholesalers </li></ul></ul><ul><li>2nd Tier: Tenant (outside shop rental) </li></ul><ul><ul><li>Jewelry, or jewelry related & peripheral manufacturers or factories or retailers </li></ul></ul><ul><ul><li>Factories for showrooms and seek for production orders </li></ul></ul><ul><ul><li>Local raw material suppliers </li></ul></ul><ul><ul><li>Branded retailers, wholesalers, chain stores, flag ship shops, franchises </li></ul></ul><ul><li>3rd Tier: Buyer </li></ul><ul><ul><li>jewelry manufacturers or factories </li></ul></ul><ul><ul><li>target for multi-lateral trading </li></ul></ul><ul><li>4th Tier: Trade Member (in side shop and deposit box rental) </li></ul><ul><ul><li>Raw material suppliers in China </li></ul></ul>Target Customers (China)
  10. 10. Recruitment Model Overseas Members Buyers (factories) Tenant Outside Shop <ul><li>Product Development & Customer Services </li></ul><ul><li>Develop product and service package </li></ul><ul><li>Liaison with service provider and subcontractor </li></ul><ul><li>Marketing </li></ul><ul><li>Market r esearch , p otential c ustomer data base , </li></ul><ul><li>Advertising, promotion and p ress co verage </li></ul><ul><li>Liaison with jewelry association & government bureau </li></ul><ul><li>Sales (Business Consultant) </li></ul><ul><li>Develop sales program , direct selling </li></ul><ul><li>Contract n egotiation, business service consultation </li></ul><ul><li>IT & Property Mgt </li></ul><ul><li>Develop information service support, </li></ul><ul><li>hardware and software support </li></ul><ul><li>-On site facilities and Maintenance </li></ul>
  11. 11. Operati ng Model MEMBER Membership Mgt (MM) Membership application, ordinance, regulation s and services <ul><li>Logistics Mgt (LM) </li></ul><ul><li>-Import / Export l ogistic control </li></ul><ul><li>-Inventory control </li></ul><ul><li>Central Invoicing </li></ul>Facilities Mgt (FM) Facilities maintenance , member move in , s ecurity system, property mgt Trade Management (TM) Electronic Trad ing , payment, delivery
  12. 12. One-Stop Service Platform Rep Office Set Up S&M: Provide business consulta tion and guidance CS: Bus. Registration, Taxation, Relocation Assistance, Office support I.T.: Attendant Records, Video Conference, Stock Report, Co. email PM: R enovation, Security Setting, Furniture, Facilities Management Import& Export S&M: Assist customers for business, logistics, and custom issues C.S.: Custom Declaration, Central Invoicing, Logistic, Bond Warehouse I.T.: Information logistic, stock flow report and update. B2B services PM: For shop tenant will provide security and facilities management Recruit OEM FTY or Buyer S&M: Introduce business matching & referral s services C.S.: Document Transfer, VAT, Central Invoicing, Logistic, Shipment I.T.: Information platform, B2B services, CRM database management PM: P rovide security and facilities management for outside shop tenant
  13. 13. Sales Supporting Plan <ul><li>Media Plan </li></ul><ul><ul><li>Necessary for recruitment in China </li></ul></ul><ul><ul><li>Collect potential customer from overseas </li></ul></ul><ul><li>Exhibition </li></ul><ul><ul><li>Effective way to collect new customer data </li></ul></ul><ul><ul><li>Organize sales activities to recruit member s </li></ul></ul><ul><li>Join Conference with Government </li></ul><ul><ul><li>Position ing and status upgrade with government support, increase confidence and acceptance level </li></ul></ul><ul><li>Overseas Customer Meeting </li></ul><ul><ul><li>Direct and effective way to conclude deals </li></ul></ul>
  14. 14. THANK YOU