Chinese Market Approach Sales Meeting Shanghai, April 9th Johannes Ibach.

Chinese Market ApproachChinese Market Approach

Sales Meeting Shanghai, April 9thSales Meeting Shanghai, April 9th

Johannes IbachJohannes Ibach

Where do we come from?Where do we come from?

Chinese Market Approach, Sales Meeting Shanghai, April 9th 2010

1854: first silk, later cotton threads

Where do we come from?


Tradition and values besides innovation and progress



2010: ready for the future – with strong brands



1854 … 2010…1854 … 2010…

It‘s been a long way – It‘s been a long way – but we are still but we are still veryvery alivealive..


‚‚Tradition doesn‘t mean Tradition doesn‘t mean preserving the ashes but preserving the ashes but passing the fire into the passing the fire into the future.‘future.‘

(Thomas Morus, 1478-1535)(Thomas Morus, 1478-1535)

……


Market approach China – how?

• AMANN is more or less a new player on the Chinese (Asian) market.

• How should AMANN appear? What is our approach?

Make it better!Make it better!Make it cheaper!Make it cheaper!

Make it faster!Make it faster!

Make it different!Make it different!

(Philip Kotler)(Philip Kotler)


Where are we coming from?

• We have never been the biggest!

• We have never been the cheapest!

• We have never been the most well known!

What makes us different is What makes us different is QualityQuality

and our Quality approach!and our Quality approach!


Quality in many aspects

QualityQuality

Products and Brands

Price-Performance-Ratio

Process QualityISO 9001 (Quality)ISO 14001 (Environment)ISO TS 16949 (Automotive)

Delivery / Logistics

Innovations

Added ValueTechnical supportSewing advisoryProduct and application presentation

Personal Involvement

YOUYOU


Quality and Differentiation

How can we achieve awareness How can we achieve awareness of of QualityQuality and and Differentiation Differentiation

in the eyes of a customer?in the eyes of a customer?



1. Product presentation1. Product presentation

• Brands

• Seam and embroidery packages



2. Product presentation2. Product presentation

• Standard brochures (Chinese) Amann product range Automotive sewing threads Determining the sewing thread requirements Amann sewing threads for shoes and leather goods

• Arguments, explanations, product know-how … Advantages Corespun – Spun SabaFLEX and elastic seams Seam puckering Sewing thread construction Decorative seams Embroidery stitching Serafil water repellent / hydrophobic finish StrongFIX applications Customer individual thread analysis / calculation …and much more



3. Personal approach3. Personal approach

• personalized contacts and networking

• consistent communication and quick response

• senior experts to accompany you

• back office organization

• relationship management



4. Sewing advisory support4. Sewing advisory support

• sewing recommendations / analysis

• trainings, lectures

• sewing lab China

• (individualized) seam samples

• hotline?

• contact to sewing machinery companies sewing samples machine equipment processing recommendations

Sabaflex – Stretch it



5. Price-Performance-Ratio5. Price-Performance-Ratio

• new thread cost calculation software ‘ITC’

6. Colour cards and special dyes6. Colour cards and special dyes

7. Coming soon: Chinese production site 7. Coming soon: Chinese production site customer invitations? reported in AMANN Asia Newsletter

8. Innovations overview8. Innovations overview products information about current innovation projects



9. Marketing support9. Marketing support

• special adverts

• sponsorship

• AMANN quality tags

• regional fairs / exhibitions at machinery companies / customers



9. Marketing support9. Marketing support

• partnership documents e.g. ‘Thank you for being 1 year AMANN Quality Partner’ ‘signed’ by CEO

• fair invitations Asian fairs (Intertextile Shanghai 2010) European fairs (Texprocess 2011)

• individualized presents

• success stories from European customers nomination support internal networking / information exchange (e.g. via new AMANN Intranet)


Conclusion and actions to come?

This leads to an open discussion and to YOUR ideas

• How can we support you in getting more business?

• Which tools / which support do you want us to create?

Let’s learn from your experience Let’s learn from your experience and your customers.and your customers.

Let’s be different!Let’s be different!


Thanks Thanks for your attention!for your attention!


Chinese Market Approach Sales Meeting Shanghai, April 9th Johannes Ibach.

Documents

Transcript of Chinese Market Approach Sales Meeting Shanghai, April 9th Johannes Ibach.