FSPA India Day - Richard Lowy, Unicorn

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FSPA INDIA Day

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FSPA India Day - Richard Lowy, Unicorn

  1. 1. India DayFSPAMay 25th 2011<br />Thank you<br />
  2. 2. Richard LowySales Director<br />
  3. 3. Privately Owned Family Business<br />Unicorn Products Limited<br />
  4. 4. Quaint, Eccentric English Sports Goods<br />
  5. 5. Unicorn Products Limited<br />History<br />Frank Lowy<br />
  6. 6. 1937<br /> The World’s First Better Dart For £5<br />
  7. 7. Innovation<br />
  8. 8. 1930<br />1970<br />1989<br />GM Factory 1901<br />April 6th 1885<br />William Gunn<br />
  9. 9. 1989<br />Wood, Darts & Cues<br />
  10. 10. Headquartered KentOperations Centre NottinghamUnicorn ChinaEmploy 75 in the UK <br />The Company Today<br />
  11. 11. Head Office FinanceUnicorn ChinaUnicorn Product DevelopmentWorldwide SalesExport & Import Logistics <br />Crockham Hill<br />
  12. 12. Warehouse & Distribution Customer ServicesCricket Bat ProductionMarketing & Product Development<br />Nottingham<br />
  13. 13. Unicorn China<br />
  14. 14. Sell In More Than 100 Countries<br />Wide Retail DistributionSpecialist Sports RetailGeneral Sports RetailMass MerchantWholesaleBroad Product Ranges<br />Customers<br />
  15. 15. India <br />
  16. 16. Sensational Food <br />
  17. 17. Wonderful People<br />
  18. 18. Incredible Culture<br />
  19. 19. Stunning<br />Amazing<br />
  20. 20. Why are we in India?<br />
  21. 21. Quaint, Eccentric English Sports Goods<br />
  22. 22. We were already there….<br />
  23. 23. 5,000 year old ancient civilization<br />325 languages spoken – 1,652 dialects<br />18 official languages<br />3.28 million sq. kilometres - Area<br />7,516 kilometres - Coastline<br />Worlds largest democracy.<br />One of the largest economies.<br />Largest English speaking nation in the world.<br />India Statistics<br />
  24. 24. 1970 Nett Indian Purchaser <br />
  25. 25. 1864 Duty was 7.6%1990 Duty was 93%2010 Duty 15%<br />In 1959 Nett Seller to India<br />
  26. 26. 2004 / WTO<br />London Chamber of Commerce<br />
  27. 27. Very Interesting<br />
  28. 28. Number of Fronts….<br />
  29. 29. Widely Distributed!<br />
  30. 30. Counterfeit<br />
  31. 31. …even at my appointments!<br />Mr Manohar WagleWagle & Company 1865 <br />
  32. 32. 12 Meetings, 7 Orders, …and learned a lot!<br />
  33. 33. The country, the people, the market place, selling in sports trade<br />
  34. 34. Very different from buying….<br />
  35. 35. Average Indian salary was less than £40 per month<br />75% of the population earn less than £1.25 per day<br />50% of the cricketers in India don’t use the equipment we make!<br />Street Cricket<br />
  36. 36. £135£27£100<br />Made sales 25% Population have moneyLiked a sales call!<br />Despite that…..<br />and………<br />
  37. 37. Brands<br />
  38. 38. What to do?<br />
  39. 39. Appointed a Distributor<br />Licensed GM<br />Structured product & pricing for the Indian market<br />Stopped dealing with them all!<br />
  40. 40. Distributor<br />
  41. 41. In India since 1970<br />Approached by many<br />Profile<br />Licence<br />Supplier<br />
  42. 42. Understand all aspects of the local market place and international trade<br />
  43. 43. Sales Force<br />
  44. 44. 200 Retailers<br />
  45. 45. License<br />
  46. 46. License<br />
  47. 47. DistributorLicenseeSupplier<br />
  48. 48. Varied & Unorganised<br />The Market<br />
  49. 49. Styles to suit consumers <br />
  50. 50. Individual Sports ShopsPoor to Excellent<br />
  51. 51. Decathlon<br />Hypercity<br />
  52. 52. Cash & CarryReliance Retail<br />
  53. 53. On-line Retailers<br />
  54. 54. HyperCity has had some success in sports other Mass Merchants have not…..so far<br />
  55. 55. Minimal impact on Independent sports shops working on much low margins <br />
  56. 56. Is it going well?<br />
  57. 57. Since 2004Grown every year87% of the total in the last threeDoubled in 2011 <br />………..why?<br />
  58. 58. Increased percentage of spending on imported sporting equipment. <br />Rise in disposable income. <br />Career opportunities in sports. <br />Distributor has done a good job raising our profile <br />………..and<br />
  59. 59. Support calls with Distributor in the market place <br />
  60. 60. ……..all in a days work!<br />
  61. 61. Overall the sporting goods market in India is growing at a healthy rate<br />
  62. 62. Invest more in developing infrastructure Favorable Government policies<br />For India to develop & grow further<br />
  63. 63. Mechanical Handling<br />Logistics<br />The Unexpected!<br />
  64. 64. Amritsar - Delhi - Hyderabad – Chennai2600 km<br />
  65. 65. Intellectual Property<br />
  66. 66. Challenges?<br />
  67. 67. 2011 Indian Budget15% to 21%Some product 28% Footwear Higher with Duty Protection<br />Duty!<br />
  68. 68. Getting around<br />
  69. 69. Demand for good quality sport product<br />
  70. 70. India….I love it!<br />Thank you<br />

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