- Unicorn Products Limited is a privately owned British family business that manufactures quaint, eccentric English sports goods since 1937. - It has headquarters in Kent, operations center in Nottingham, and employs 75 people in the UK. It sells products in over 100 countries worldwide. - India represents an interesting market opportunity due to its large population and economy, as well as widespread interest in cricket. However, the market is varied and unorganized with competition from local producers. - To succeed in India, Unicorn appointed a distributor to handle sales and distribution. The distributor has licensed the Unicorn brand and grown sales every year since 2004 due to increased spending on imports and rising incomes.

1. India DayFSPAMay 25th 2011 Thank you

2. Richard LowySales Director

3. Privately Owned Family Business Unicorn Products Limited

4. Quaint, Eccentric English Sports Goods

5. Unicorn Products Limited History Frank Lowy

6. 1937 The World’s First Better Dart For £5

7. Innovation

8. 1930 1970 1989 GM Factory 1901 April 6th 1885 William Gunn

9. 1989 Wood, Darts & Cues

10. Headquartered KentOperations Centre NottinghamUnicorn ChinaEmploy 75 in the UK The Company Today

11. Head Office FinanceUnicorn ChinaUnicorn Product DevelopmentWorldwide SalesExport & Import Logistics Crockham Hill

12. Warehouse & Distribution Customer ServicesCricket Bat ProductionMarketing & Product Development Nottingham

13. Unicorn China

14. Sell In More Than 100 Countries Wide Retail DistributionSpecialist Sports RetailGeneral Sports RetailMass MerchantWholesaleBroad Product Ranges Customers

15. India

16. Sensational Food

17. Wonderful People

18. Incredible Culture

19. Stunning Amazing

20. Why are we in India?

21. Quaint, Eccentric English Sports Goods

22. We were already there….

23. 5,000 year old ancient civilization 325 languages spoken – 1,652 dialects 18 official languages 3.28 million sq. kilometres - Area 7,516 kilometres - Coastline Worlds largest democracy. One of the largest economies. Largest English speaking nation in the world. India Statistics

24. 1970 Nett Indian Purchaser

25. 1864 Duty was 7.6%1990 Duty was 93%2010 Duty 15% In 1959 Nett Seller to India

26. 2004 / WTO London Chamber of Commerce

27. Very Interesting

28. Number of Fronts….

29. Widely Distributed!

30. Counterfeit

31. …even at my appointments! Mr Manohar WagleWagle & Company 1865

32. 12 Meetings, 7 Orders, …and learned a lot!

33. The country, the people, the market place, selling in sports trade

34. Very different from buying….

35. Average Indian salary was less than £40 per month 75% of the population earn less than £1.25 per day 50% of the cricketers in India don’t use the equipment we make! Street Cricket

36. £135£27£100 Made sales 25% Population have moneyLiked a sales call! Despite that….. and………

37. Brands

38. What to do?

39. Appointed a Distributor Licensed GM Structured product & pricing for the Indian market Stopped dealing with them all!

40. Distributor

41. In India since 1970 Approached by many Profile Licence Supplier

42. Understand all aspects of the local market place and international trade

43. Sales Force

44. 200 Retailers

45. License

46. License

47. DistributorLicenseeSupplier

48. Varied & Unorganised The Market

49. Styles to suit consumers

50. Individual Sports ShopsPoor to Excellent

51. Decathlon Hypercity

52. Cash & CarryReliance Retail

53. On-line Retailers

54. HyperCity has had some success in sports other Mass Merchants have not…..so far

55. Minimal impact on Independent sports shops working on much low margins

56. Is it going well?

57. Since 2004Grown every year87% of the total in the last threeDoubled in 2011 ………..why?

58. Increased percentage of spending on imported sporting equipment. Rise in disposable income. Career opportunities in sports. Distributor has done a good job raising our profile ………..and

59. Support calls with Distributor in the market place

60. ……..all in a days work!

61. Overall the sporting goods market in India is growing at a healthy rate

62. Invest more in developing infrastructure Favorable Government policies For India to develop & grow further

63. Mechanical Handling Logistics The Unexpected!

64. Amritsar - Delhi - Hyderabad – Chennai2600 km

65. Intellectual Property

66. Challenges?

67. 2011 Indian Budget15% to 21%Some product 28% Footwear Higher with Duty Protection Duty!

68. Getting around

69. Demand for good quality sport product

70. India….I love it! Thank you