Transcript THE CHRIS JONES INTERNATIONAL CONSULTANCY

THE OPEN DOOR
SALES AGENCY
.… unlocking your
sales potential in
the UK
TO SUCCEED IN THE UK, YOU WILL
NEED TO OPEN THESE DOORS
Share of the UK Grocery Market
Other (including
Waitrose,
Somerfield, Iceland)
25%
26%
6%
10%
17%
16%
Over 90% of grocery products are sold through these outlets
HOW WE CAN OPEN THE DOOR TO
THE UK RETAIL MARKET…
Our
approach
Our
market
entry
model
Our
services
Our team
Our
experience
OUR APPROACH
• A new resource for companies entering the UK
market
• A team of experienced sales and marketing
professionals
• Tried and tested model for UK market entry – helping
overseas companies to start from scratch in the UK
• Strong relationships with all sectors of the UK retail
trade
• Helping companies to build their UK infrastructure to
quickly develop profitable sales
• A one stop service covering all aspects of sales and
marketing development to give you real market edge
OUR MARKET ENTRY MODEL
Phase I
Phase II
Evaluation of the potential/opportunity
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Initial evaluation of potential opportunity
Specific consumer research/trade consultation to quantify
the opportunity and perceived product benefits
Sales Planning
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Phase III
UK business plan
Marketing strategy
Sales plan and forecast
Pricing policy
Creation of sales presenter
Initial trade sell-in
Logistics planning
Implementation / Launch
Full sell-in
programme to
agreed retailers
Marketing development
and design of brand
support materials
Organisation of
logistics related to
retail listings
achieved
OUR SERVICES
Sales / Retailer
Relationships
Marketing
Support
Logistics
Regulatory
Clearances
OUR SERVICES:
Sales / Retailer Relationships
• Full sales representation
• Customer servicing
• Trade research and consultation
• Sales forecasting and planning
• Pricing policy
• Trade Buyer meetings with or
without attendance by the client
OUR SERVICES:
Marketing support
• UK marketing planning
• Strategic vision
• Research and product positioning
• Selection of suppliers for
advertising, packaging, point of
sale materials, sampling and
promotions
OUR SERVICES:
Logistics
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UK representative office (first point of contact)
Account management
Co-ordination of all activities
Supervision of physical distribution, order taking
and invoicing (EDI / AS2)
• Fulfilment monitoring
• Payments/Credits systems
• Customer enquiries and complaints
OUR SERVICES:
Regulatory Clearances
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Trading Standards consultation
Quality Standards laboratory services
Retailer clearances
Product claim approvals
Bar coding
UK Product / Brand registration
OUR MANAGEMENT TEAM
Chris Jones : Chairman
Over 30 years experience of working with international companies both in major
advertising agencies and BDP, the marketing consultancy he founded in 1983.
Chris, project manages assignments for all our major clients.
Eric Bates : Sales Director
With 20 years experience in senior sales and marketing posts with Kellogg's, Milupa
and Ordnance Survey Eric has gained significant International and UK market
expertise in brand and private label development.
Robert Ballin : Marketing Director
30 years in marketing and advertising, including 5 years at Shell and 7 years as
Deputy Chairman of FCB. Before joining Open Door, Robert was the UK Program
Director for the Florida Department of Citrus.
OUR MANAGEMENT TEAM
Chris Woodhams : Business Development Director
Chris Woodhams has been in the advertising and marketing communications
industry since the late sixties and has worked on a wide range of well known brands.
He was at Conservative Central Office during the last successful General Election
and has significant food and drink marketing research experience from his time both
within agencies and at AGB.
Richard Coleshaw : Overseas Director
An experienced international Sales and Marketing Director who ran the Stellenbosch
Farmers Winery international business for over 10 years. Prior to this he was a
senior executive with Unilever.
OUR MANAGEMENT TEAM
Peter Middleton : Non-Executive Director
Forty years with Imperial Tobacco Limited mainly on the sales and marketing side of
the company, his last appointment being their Sales and Marketing Director, a
position which he held for eight years. In 1976 he was seconded for six years to
Imperial Distributors Limited as their Business Development Director.
John Sykes : Non-Executive Director
Previously Chairman and Chief Executive of the Lopex Group, when it was the
largest British owned communications group. Co-founded BDP with Chris Jones in
1983 and has worked on a wide range of UK and international client
assignments.
OUR EXPERIENCE
• AFGRI Foods
• Ancient Distributors
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Bokomo
Friesland Coberco
International Pastries
National Brands
Vaasan & Vaasan
Van der Meulen
Prepared fruits
Peanut Butter/
Chocolate Spread
Breakfast cereals
Dairy Products
Convenience Foods
Biscuits/beverages
Crisp Breads
Crisp breads/snacks
South Africa
Australia
South Africa
Holland
Australia
South Africa
Finland
Holland
SOME EXAMPLES OF OUR
SERVICE IN ACTION
Example One
A small privately owned European company heard about our service and contacted us about
entering the UK market.
We evaluated the potential for their product range in the UK and concluded that the best way to
build their business was via private label for the major grocery multiples
We created a presentation and our sales director fixed appointments with the relevant trade
buyers. The client and ourselves then jointly made the presentations and listings were achieved
with three of the multiples albeit on a test basis. Today the client is the major private label
supplier within its category and as a result of winning the confidence of the trade is now moving
into new product areas on a branded basis.
This gradual strategic approach allowed the company to control the levels of investment needed
and to build a profitable business base before committing itself to the greater investment of
launching its branded products.
SOME EXAMPLES OF OUR
SERVICE IN ACTION
Example Two
Another European company, this time a leader in its field in its own market, found that their
product was not meeting its sales expectations in the UK and were about to be delisted by the
multiples.
We were asked to help them with the reconstruction of the brand and after extensive research
we were able to highlight an alternative strategy, which included creating a category descriptor,
redesigning the packaging and repositioning the brand.
We then acted as a bridge by selling-in the product to the retail trade and gaining listings with
Sainsbury’s Tesco, Makro and Waitrose. We also set up the whole supply chain from physical
distribution, fulfilment monitoring and EDI systems for ordering and invoicing.
This bridging approach allowed the company to set up its UK infrastructure once they were
confident of a solid sales base in the UK.
SOME EXAMPLES OF OUR
SERVICE IN ACTION
Example Three
We are employed by a number of South African companies and are an accredited supplier
recognised by the Central Bank of South Africa. Most recently we have been working for a
company listed on the Johannesburg Stock Exchange to introduce their products into the UK.
Here, we have worked on a performance basis and earn our income by way of commission and
performance bonuses related to listings obtained and sales achieved. We opened the door to all
of the major retailer buyers for them. This has meant that the company has been able to launch
its products with minimal initial investment and the whole administration process and ensuing
costs have only needed to be funded once agreement has been reached with the retailers. The
company is now able to develop its UK business on volume forecasts from the trade.
WHY OVERSEAS COMPANIES
USE OUR SERVICE
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It’s a Complete One-Stop Service
We can handle every aspect of your UK Market Entry from setting up the supply
chain to getting listings with the major retailers.
It’s Built on Relationships
We value our relationship with a wide spread of retailers and we aim to build a
similar relationship with our clients by helping them to deliver a product that
maximises the sales and profit potential for both parties.
It’s Professional
Our team has all the necessary experience in marketing, research, distribution
building, systems and sales to grow your business in the UK.
It’s Cost Effective
We charge a pre-quoted development fee for the initial development and then
expect to get paid on results.
It’s Successful
Let us show some case histories of overseas companies we work for. You’ll find
that the results speak for themselves. We can open the door for you ……….
OUR WORKING METHODS /
CHARGES
• Pre-quoted fee base during initial evaluation and
development stages
• Commission based charges commence once listings
have been achieved with the retailers
• Sales agency agreement drawn up for signing.
Twelve month rolling contract as standard
• Fees and commissions invoiced monthly – payment
required within thirty days
THE OPEN DOOR SALES AGENCY
For further information please contact
Chris Jones
The Open Door Sales Agency
P O Box 302, Cobham, Surrey KT11 3XT
United Kingdom
Tel : +44 (0)1932 590459 Fax : +44 (0)1932 866854
Email: [email protected]