Transcript Tanaka 2006 Eastern European Sales and Marketing Plan

Tanaka 2006 Eastern European
Sales and Marketing Plan
Presented by
DORIAN DRAKE INTERNATIONAL
November 3, 2005
Geographic Focus:
Russia
Baltic Countries
Poland/Hungary/Czech Republic
Product Focus:
Brush cutters (TBC-230D, TBC-340D,
TBC-4200D, TBC-4200DLV,TBC-600)
Chain saws (ECV-3801,ECV-4501,
ECV-5601)
Hedge Trimmers (THT-2000, THT210, THT-2520)
AUGERS (TIA-350S, TEA-500)
Sales Goals:
Territory
2006
2007
2008
Russia
50k
100k
250k
Baltic Countries
100k
140k
160k
Poland/Hungary/
Czech Republic
30k
70K
100k
Travel Schedule
Ivaylo’s International Visits
Countries
No. Of
Visits
No. Of
Weeks
Latvia/Estonia/Lithuania
2
5
Russia
4
5
Poland/Hungary/Czech
Republic
2
4
Bulgaria/Romania
many
many
Current Accounts-Action Plan:
Current
Account
TGP
Action Plan
Obtain Forecast by model prior to November 15th;
Ship them promotional material for them and their
top 5 dealers.
Participate with them in AGROBALT trade show
(May); Establish service training date.
Target Prospects
Country
Target
Prospects
Profile
Estonia
Baltoil
Baltoil was established in 1992
Baltoil represents: Power tools and
abrasives (Einhell, Rottluff); professional
cleaning machines and equipment (NILFISK
ADVANCE, HETI); car care chemicals
(KORREK); industrial chemicals (COOLUBE, X1R); watertechnics (BAUER); production
(including PRIVATE LABEL production)
motorcycles and scooters (KYMCO).
Co. used to sell Tanaka purchasing from
Finland. Terminated the project as prices
were too high. Tanaka is very popular in
Estonia and initial entry is not expected to be
difficult.
There is demand on the market for Tanaka
spare parts.
Target Prospects
Country
Target
Prospects
Profile
Hungary Kert Plusz
Kft.,
This is the Stiga distributor in Hungary.
Very strong company with 2 show rooms in
Budapest & a big ware house outside the city.
Distribution of Stiga is only one part of their
business.
They also have a separate division that
maintains part areas & provides landscaping
services.
Hungary
One of the oldest OPE distributors.
Distributor of Kama (generators), Agris
(tillers), dealer of MTD & Robix (local
Agriclutural producer).
Agroforg is the biggest supplier of OPE spare
parts (60% of market share).
They recently opened a second huge show
room in Budapest.
Excellent dealer network covering the whole
country.
Agroforg
Target Prospects
Country
Target
Prospects
Profile
Latvia
HPJ
Turnover of 4 million Euro.
40% in sales growth this season.
Distributor of Stiga, Oregon, Comet, Grillo and
is a dealer of Jonsered, Husqvarna.
One of the biggest OPE distributors in Latvia.
Russia
Technotorg
The company has been in business for 8 years.
It is wholesaler & retailer of gardening
equipment.
Dealer of MTD, Brigs & Stratton, Salut, and
Agria (produces chainsaws, push-behind lawn
mowers, small tractors and cultivators). The
company is also an official dealer of Brigs &
Stratton.
Czech
Republic
Garden
Tech
A distributor or Aros, Termon and a dealer of
MTD, Jonsered, Homlite.
They have 2 show rooms & work with 10
dealers that cover the rest of the country
including Slovakia.