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

Chinese Market Approach Sales Meeting Shanghai, April 9th Johannes Ibach. Where do we come from ?. Where do we come from?. 1854: first silk, later cotton threads. Where do we come from?. Tradition and values besides innovation and progress. Where do we come from?.

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

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

  2. Where do wecomefrom? Chinese Market Approach, Sales Meeting Shanghai, April 9th 2010

  3. Where do we come from? 1854: first silk, later cotton threads Chinese Market Approach, Sales Meeting Shanghai, April 9th 2010

  4. Where do we come from? Tradition and values besides innovation and progress Chinese Market Approach, Sales Meeting Shanghai, April 9th 2010

  5. Where do we come from? 2010: ready for the future – with strong brands Chinese Market Approach, Sales Meeting Shanghai, April 9th 2010

  6. 1854 … 2010… It‘sbeen a longway – but weare still veryalive. Chinese Market Approach, Sales Meeting Shanghai, April 9th 2010

  7. ‚Tradition doesn‘tmeanpreservingtheashes but passingthefireintothefuture.‘ (Thomas Morus, 1478-1535) … Chinese Market Approach, Sales Meeting Shanghai, April 9th 2010

  8. 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 cheaper! • Make it faster! • Make it different! • (Philip Kotler) Chinese Market Approach, Sales Meeting Shanghai, April 9th 2010

  9. 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 • Quality • and our Quality approach! Chinese Market Approach, Sales Meeting Shanghai, April 9th 2010

  10. Quality in many aspects Products and Brands Personal Involvement YOU Price-Performance-Ratio Quality Process Quality ISO 9001 (Quality) ISO 14001 (Environment) ISO TS 16949 (Automotive) Innovations Added Value Technical support Sewing advisory Product and application presentation Delivery / Logistics Chinese Market Approach, Sales Meeting Shanghai, April 9th 2010

  11. Quality and Differentiation How can we achieve awareness of Quality and Differentiation in the eyes of a customer? Chinese Market Approach, Sales Meeting Shanghai, April 9th 2010

  12. Quality and Differentiation • 1. Product presentation • Brands • Seam and embroidery packages Chinese Market Approach, Sales Meeting Shanghai, April 9th 2010

  13. Quality and Differentiation • 2. 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 Chinese Market Approach, Sales Meeting Shanghai, April 9th 2010

  14. Quality and Differentiation • 3. Personal approach • personalized contacts and networking • consistent communication and quick response • senior experts to accompany you • back office organization • relationship management Chinese Market Approach, Sales Meeting Shanghai, April 9th 2010

  15. Quality and Differentiation • 4. 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 Chinese Market Approach, Sales Meeting Shanghai, April 9th 2010

  16. Quality and Differentiation • 5. Price-Performance-Ratio • new thread cost calculation software ‘ITC’ • 6. Colour cards and special dyes • 7. Coming soon: Chinese production site • customer invitations? • reported in AMANN Asia Newsletter • 8. Innovations overview • products • information about current innovation projects Chinese Market Approach, Sales Meeting Shanghai, April 9th 2010

  17. Quality and Differentiation • 9. Marketing support • special adverts • sponsorship • AMANN quality tags • regional fairs / exhibitions at machinery companies / customers Chinese Market Approach, Sales Meeting Shanghai, April 9th 2010

  18. Quality and Differentiation • 9. 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) Chinese Market Approach, Sales Meeting Shanghai, April 9th 2010

  19. 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 • and your customers. • Let’s be different! Chinese Market Approach, Sales Meeting Shanghai, April 9th 2010

  20. Thanks foryourattention! Chinese Market Approach, Sales Meeting Shanghai, April 9th 2010

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