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Reach Out For Inward Investment

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21st Century Solutions to Drive Inward Investment

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Reach Out For Inward Investment

  1. 1. REACH OUT The 21 st Century Solution to Grow Inward Investment Guy Whitaker Managing Partner +44 1962 773154 [email_address] www.promarketaccess.com © Pro Market Access for investment ProMarket ProMarket Access Access
  2. 2. Europe: The World’s Biggest Market
  3. 3. Europe: The World’s Biggest Market <ul><li>500 million consumers </li></ul><ul><li>Half the World’s </li></ul><ul><li>Top 10 Economies </li></ul><ul><li>UK Gateway </li></ul>
  4. 4. Europe: The World’s Biggest Market <ul><li>500 million consumers </li></ul><ul><li>Half the World’s </li></ul><ul><li>Top 10 Economies </li></ul><ul><li>UK Gateway </li></ul><ul><li>How do companies reach them? </li></ul><ul><li>Cost… </li></ul><ul><li>Communication… </li></ul><ul><li>Competition… </li></ul>
  5. 5. Traditional Approaches Work… Distributors & Agents Organic Growth Acquisition
  6. 6. Traditional Approaches Work… Distributors & Agents Organic Growth Acquisition … But high cost and high risk can divert companies to the path of Distributors
  7. 7. Traditional Approaches Work… Distributors & Agents Organic Growth Acquisition … But high cost and high risk can divert companies to the path of Distributors locking them out of inward investment
  8. 8. Traditional Approaches Work… Distributors & Agents Organic Growth Acquisition … But high cost and high risk can divert companies to the path of Distributors locking them out of inward investment often for very extended periods.
  9. 9. Effective but with Cost & Risk Barriers <ul><li>Increased profits </li></ul><ul><li>Controlling your brand, your customers and your business </li></ul><ul><li>Building better, more profitable customer relationships </li></ul><ul><li>Increasing corporate value and your company’s assets </li></ul>Organic Growth Companies like….
  10. 10. Effective but with Cost & Risk Barriers <ul><li>Increased profits </li></ul><ul><li>Controlling your brand, your customers and your business </li></ul><ul><li>Building better, more profitable customer relationships </li></ul><ul><li>Increasing corporate value and your company’s assets </li></ul><ul><li>High cost: time, management & infrastructure investment </li></ul><ul><li>The delay to get internal budgets agreed: markets don’t always wait </li></ul><ul><li>High fixed costs limit marketing funds when you need them most </li></ul>Organic Growth Companies like…. Companies DO NOT like…
  11. 11. Distributor “Drift” is Costly <ul><li>They buy from you = instant sale </li></ul><ul><li>Shared risk to develop market </li></ul><ul><li>Local connections and customer base </li></ul><ul><li>Low up front investment </li></ul>Distributors & Agents Companies like….
  12. 12. Distributor “Drift” is Costly <ul><li>They buy from you = instant sale </li></ul><ul><li>Shared risk to develop market </li></ul><ul><li>Local connections and customer base </li></ul><ul><li>Low up front investment </li></ul><ul><li>The high mark up by distributor = MUCH less profit for you </li></ul><ul><li>No direct customer contact = no relationship and reduced loyalty </li></ul><ul><li>No control over the priority of your business with the distributor </li></ul><ul><li>Contractual restrictions that can trap your business </li></ul>Distributors & Agents Companies like…. Companies DO NOT like…
  13. 13. Is There a Better Way? Distributor Organic
  14. 14. Is There a Better Way? Distributor Organic A solution that reduces the cost- and risk-barriers to inward investment?
  15. 15. Is There a Better Way? Distributor Organic A solution that reduces the cost- and risk-barriers to inward investment? A solution that gives companies a direct-to-market capability without their long term loss to Distributors?
  16. 16. Combining the Best of Both Systems Distributor Organic The Power Landing Zone
  17. 17. Combining the Best of Both Systems Distributor Organic The Power Landing Zone The complete market access platform with the capabilities of a distributor and the commercial advantages of an organic solution
  18. 18. Introducing the Power Landing Zone <ul><li>Sales Force. Import. Distribution. Billing. Revenue Collection. </li></ul><ul><li>Marketing. Representation. Business Development. </li></ul>
  19. 19. Introducing the Power Landing Zone <ul><li>Sales Force. Import. Distribution. Billing. Revenue Collection. </li></ul><ul><li>Marketing. Representation. Business Development. </li></ul><ul><li>Clients choose what they need. Only pay for what they need. </li></ul><ul><li>When they need it. </li></ul>
  20. 20. Introducing the Power Landing Zone <ul><li>Sales Force. Import. Distribution. Billing. Revenue Collection. </li></ul><ul><li>Marketing. Representation. Business Development. </li></ul><ul><li>Clients choose what they need. Only pay for what they need. </li></ul><ul><li>When they need it. </li></ul><ul><li>Focused. Flexible. Scaleable. Coordinated. </li></ul><ul><li>Cost Effective. </li></ul>
  21. 21. Introducing the Power Landing Zone <ul><li>Sales Force. Import. Distribution. Billing. Revenue Collection. </li></ul><ul><li>Marketing. Representation. Business Development. </li></ul><ul><li>Clients choose what they need. Only pay for what they need. </li></ul><ul><li>When they need it. </li></ul><ul><li>Focused. Flexible. Scaleable. Coordinated. </li></ul><ul><li>Cost Effective. </li></ul><ul><li>Profit Effective. </li></ul>
  22. 22. The UK & European Business Platform Flexible solutions provided by 6,000 expert staff… organising £150m of services each year…with 500,000sq ft of warehousing … to build business in 17 countries. ProMarket ProMarket Access Access
  23. 23. The UK & European Business Platform Regional Office Representing You Market Entry Planning Business Development Marketing Customer Targeting Sales Force Import/ Warehousing Order Processing Distribution Event Management Revenue Collection Financial Management Flexible solutions provided by 6,000 expert staff… organising £150m of services each year…with 500,000sq ft of warehousing … to build business in 17 countries. Tax Optimisation ProMarket ProMarket Access Access
  24. 24. UK Power Presence, Global Advantage Regional Office Representing You Market Entry Planning Flexible solutions provided by 6,000 expert staff… organising £150m of services each year…with 500,000sq ft of warehousing … to build business in 17 countries. <ul><li>High impact virtual or serviced office </li></ul><ul><li>Professional UK commercial management </li></ul><ul><li>Market and opportunity assessment </li></ul>ProMarket ProMarket Access Access
  25. 25. Creating Business Opportunities Business Development Marketing Customer Targeting Flexible solutions provided by 6,000 expert staff… organising £150m of services each year…with 500,000sq ft of warehousing … to build business in 17 countries. <ul><li>Precision customer focus </li></ul><ul><li>Active lead and business generation </li></ul><ul><li>Adapted or local campaigns for maximum impact </li></ul>ProMarket ProMarket Access Access
  26. 26. Building Regional Long Term Success Sales Force Event Management Flexible solutions provided by 6,000 expert staff… organising £150m of services each year…with 500,000sq ft of warehousing … to build business in 17 countries. <ul><li>Your own sales force recruited and managed to achieve clients sales goals in 17 countries including </li></ul><ul><li>Custom roadshows to target existing and prospective customers and investors </li></ul><ul><li>Demonstration/sale of products direct to the public </li></ul>ProMarket ProMarket Access Access
  27. 27. Logistics Solutions, Satisfied Customers Import/ Warehousing Order Processing Distribution Flexible solutions provided by 6,000 expert staff… organising £150m of services each year…with 500,000sq ft of warehousing … to build business in 17 countries. <ul><li>Complete import, storage and freight forwarding solutions </li></ul><ul><li>Order taking, distribution and fulfilment with fully computerised tracking </li></ul>ProMarket ProMarket Access Access
  28. 28. Efficient Financial Performance Revenue Collection Financial Management Flexible solutions provided by 6,000 expert staff… organising £150m of services each year…with 500,000sq ft of warehousing … to build business in 17 countries. Tax Optimisation <ul><li>Invoices raised and client’s revenue collected </li></ul><ul><li>Expert tax and business planning to ensure efficient business structure maximises net revenues and European profits </li></ul>ProMarket ProMarket Access Access
  29. 29. Tomorrow’s Inward Investors? ► European representation and representative offices ► Marketing support to develop specialist and retail channel sales ► Import, warehousing, distribution and billing services. Rubber Products Sri Lanka        ► Event management programme targeting European consumers ► Distribution and e-commerce fulfillment Nutritional Supplements United States     ► Business development to attract European principles for international distribution in the Middle East, South Asia, Russia and South America Agrochemicals India ► Representation, sales & marketing support targeting large retail customers ► Import, warehousing, distribution and billing Consumer & Medical Electronics United States     ► Representative office, representation and lead generation ► Marketing support to adapt product message to European market CRM & Enterprise IT Egypt        ► Local representation ► European retail targeting & business development, e-commerce fulfillment High Tech Consumer United States     ► UK representative office ► Local meeting and conferences Consulting Firm Sweden
  30. 30. Where Would Clients Like to Grow? Distributor The Power Landing Zone Organic We can support clients preferred path to UK & European sales
  31. 31. Traditional Market Access <ul><li>Supporting clients to negotiate agreements with preferred partners </li></ul>Step 3 <ul><li>Managing client local relationships with distributors/partners </li></ul>Step 4 <ul><li>Create shortlist of partners </li></ul><ul><li>Detailed evaluation of brands and product offer </li></ul><ul><li>Interview key staff to maximise client fit </li></ul>Step 2 <ul><li>Identifying distributors and/or JV partners </li></ul><ul><li>Managing initial approach to verify interest </li></ul><ul><li>Client identity/intentions public or confidential as required </li></ul>Step 1
  32. 32. Direct Market Access, Enhanced Margin
  33. 33. Client Annual Advantage vs Distributor $1,500,000 Annual Sales Customer Sales Market Route Costs Your Net Income Your Profit Gain Pro Market Access 11%* Distributor 40% $1,335,000 $900,000 $435,000 Extra Profit  *Includes distribution costs estimated at 7% of turnover
  34. 34. Client Annual Advantage vs Organic $ 3m Annual Sales Customer Sales Market Route Costs Your Net Income Annual Profit Gain Pro Market Access 3.5% Organic 23% $ 2.90m $ 2.31m $ 585,000 Extra Profit 
  35. 35. The 21 st Century Solution <ul><li>Go-to-market solutions that minimise cost & risk. </li></ul><ul><li>A viable alternative to minimise the drift to distributors. </li></ul>
  36. 36. The 21 st Century Solution <ul><li>Go-to-market solutions that minimise cost & risk. </li></ul><ul><li>A viable alternative to minimise the drift to distributors. </li></ul><ul><li>Progressive, modular approach that is designed </li></ul><ul><li>to encourage inward investment. </li></ul>
  37. 37. The 21 st Century Solution <ul><li>Go-to-market solutions that minimise cost & risk. </li></ul><ul><li>A viable alternative to minimise the drift to distributors. </li></ul><ul><li>Progressive, modular approach that is designed </li></ul><ul><li>to encourage inward investment. </li></ul><ul><li>Helps exporters and inward investors engage earlier, </li></ul><ul><li>embedding the UK at the hub of regional activities in Europe. </li></ul>
  38. 38. HELPING YOU succeed The 21 st Century Solution to Grow Inward Investment Just a call away. Why not call? Guy Whitaker Managing Partner +44 1962 773154 [email_address] www.promarketaccess.com © Pro Market Access ProMarket ProMarket Access Access

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