PA S S I O N , C R E AT I V I T Y & I N N O V AT I O N

Why we strayed from our own back yard

| Global Enterprise | Panaz Experience

| EVOLUTION

Global Enterprise Why? Growth, Security • • • • • •

Increased our level of growth by 30% Increased our productivity and efficiency Key accounts are often global players Nurtured and facilitated innovation and creativity within the business Mitigates market volatility Increased our credibility and profile

Global Enterprise Why? • • • • •

Broadens corporate experience, brand and markets awareness Cultivates a culture of high performance, precision and efficient administration The world is becoming increasingly small - we can access it at the click of a mouse If we don’t do it, others will Reduced rates of product obsolescence increased the lifespan of our collections

Global Enterprise How?

Create a Corporate Export Culture: Takes Time, Commitment and Investment in Experts, Trading Partnerships Create a Global Marketing process

What?

Brand Strategy: Exclusive designs and products

Risks?

Managed by controls: Cost of sampling, marketing, breaches of copyright, remote management

Strategic Map for Growth Why? Place existing products into new markets – Export and Workspace

Create an Export Culture How? Holistic approach Regional Definition Allocation of appropriate resources Personnel Expert Profile

Product Profile Appropriate Branding

Marketing Profile

Region Definition

1. UK and Ireland 2. Panaz USA 3. Western Europe 4. Eastern Europe 5. Middle East 6. Rest of the World Dynamic – move with the business

Global Distribution Panaz is represented in 40 different countries including Sales Offices in :

Paris Frankfurt Los Angeles Dubai UAE

Commitment to Export – Personnel Profile

Almost 20% of our Sales Personnel are Export dedicated

Why invest in Business Development? Why not use Agents?

Distributor : Low risk – 30% Agent : Low control – 10%

Employ Experts Dedicated BDMs who manage the territories and agents East Europe

Western Europe

Middle East

USA

Employ technology & support the experts Internal Sales and CRM guardians

Supports Europe Supports ME

Supports USA

Why invest in Business Development? Why not use Agents?

•

Quantity of information feedback

•

Quality of information feedback

•

Protecting company culture

•

Brand protection

•

Control

•

Strategy Development

•

Export Culture

Communication

Russian, Czech, French, Latvian, Ukrainian, Belorussian, Polish, Slovakian, Slovenian, Bulgarian, Croatian, Serbian and English

French, Spanish, German, Portuguese and English

Communication

French, Spanish and English

Dutch, French, German and English

French, German and English

How? The Technicalities

• • • • • • •

Time zones Remote access to information Payment techniques/terms Local specification requirements Administration/Export documentation Valued partnerships Insider knowledge

International Distribution

Insider knowledge - Obstacles

Eg: Middle East: requires micro-managing • • • • • • •

High shipping costs Frequently changing, expensive and complicated documentation Frequently moving personnel Insured credit difficult to obtain Client expectations Protecting copyright Tokens of gratitude

What?

•

Exclusive, distinctive design •

•

International appeal

British products are still considered synonymous with quality

Risks

• •

•

•

Long term strategy essential

Grounded in remoteness but mitigated by controls eg: CRM Investment – sampling, personnel, strain on resources.

Not for the faint hearted – but if you have a sound strategy and good people in place, risk is minimal

Panaz in Export Hospitality

Panaz Projects Al Qassimi Hospital, Sharjah, UAE, Sharjah, UAE Aqua Caliente Resort & Spa, California, USA Aquarius vessel, Finland & Singapore Aries vessel, Finland & Singapore Atlantis Resort, Bahamas Blue Pearl Sunny Beach Resort, Bulgaria Clarion Hotel, Stavangar, Norway Club Med Resort, Valmorel, France Conrad Hotel, Brussels, Belgium Contunav Cruises, South Korea Degussa Hotel, Germany Derag Hotel, Dusseldorf, Germany Disney Hollywood Hotel, Hong Kong Dusit Thani, Abu Dhabi Eastern Mangroves, Abu Dhabi Fairmont Hotel, Abu Dhabi Golden Tulip Tunis, Tunisia Golden Tulip Vivaldi Hotel, Malta Hanwha Premium Resort Hotel, South Korea Hampton by Hilton, Berlin, Germany Hampton by Hilton, Samara, Russia Hampton by Hilton, Voronezh, Russia Hilton, Adana, Turkey Hilton, Berlin, Germany

Hilton, Mersin, Turkey Hilton Doubletree, New York Hilton Garden Inn, Frankfurt, Germany Hilton Garden Inn, Krakow, Poland Hilton Garden Inn, Krasnodar, Russia Hilton Garden Inn, Rzeszow, Poland Hilton Garden Inn, Seville, SpainHilton Garden Inn Golden Horn, Istanbul, Turkey Hilton Grand Vacation Club, Orlando, Florida Hilton Mainz, Frankfurt, Germany Hilton Miami, Florida, USA Hilton Sofia, Bulgaria Hilton Vacation, Las Vegas, USA Holiday Inn Express, Bahrain Holiday Inn Express, Rumlang, Switzerland Holiday Inn Express, Singen, Germany Holland America Cruise Lines Homewood Suites, Canton, Massachusetts Hotel Convention Montparnasse, France Hotel Intercontinental, Muscat, Oman Hotusa Hotel, Germany Lotte 123, South Korea Lotte Sky Business Hotel, South Korea Lotte Sockcho Resort Hotel, South Movenpick, Nuremberg, Germany Movenpick, Zurich, Switzerland Movenpick Hotel & Resort, El Quseir, Eqypt

Panaz Projects Marriott Courtyard, Pune, India Marriott Courtyard, Riyadh, Saudi Arabia Marriott Hotel, Gent, Belgium Marriott Hotel, Hamburg, Germany Marriott Hotel, Moscow, Russia Marriott Hotel, Munich, Germany Marriott Hotel, Zurich, Switzerland Marriott Marquis Hotel, New York Mercure Hotel, Bordeaux, France Mercure Hotel, Krynica, Poland Mercure Hotel, Lorient, France Mercure Hotel, Nantes, France Mercure Hotel, Reims, France Mercure Hotel, Strasbourg, France Mercure Suffren Tour Eiffel, Paris, France Meridien, Frankfurt, Germany Metropolitan Hospital, Athens, Greece Metropolitan Hotel, Athens, Greece Movenpick, Nuremberg, Germany Movenpick, Zurich, Switzerland Movenpick Hotel & Resort, El Quseir, Eqypt Movenpick Hotel & Resorts, Doha Norweigan Cruise Lines, Norway Ocean Two Condominiums, Barbados Ostseehotel Kuhlungsborn Hotel, Germany Ourapraia Hotel Apartmento, Albufeira, Portugal

Petro Place, St. Petersburg, Russia Pierre et Vacances Oasis Resort, Marrakech, Morocco Pullman Montparnasse, Paris, France Pullman Roissy, France Pullmantur Monarch Vessel, Radisson Blue, Sohar, Oman Ramada Encore, Bruhl, Germany Ramada Encore, Kiev, Ukraine Ramada Encore, Vienna, Austria Ramada Encore, Tangiers, Morocco Rosewood Hotel, Abu Dhabi San Luis Resort, Galveston, Texas Sheraton, Warschau Sofitel, Agadir Sofitel, Quiberon, France Sofitel, Strasbourg, France St Regis Hotel, Abu Dhabi, UAE Staybridge, St. Petersburg, Russia Staybridge Suites, Beirut, Lebanon Steigenberger Hotel, Heringsdorf Strega Restaurant, Salem, Massachusetts Sunset Beach Club, Benalmadena, Spain Two Fjord Line Vessels, Norway Utopia Cruises, South Korea Viking River Cruises Waldorf Astoria, Berlin, Germany

THANK YOU

Always Building Value

SUE GRAVES BCFA INTERNATIONAL PROJECT MANAGER

www.ukti.gov.uk

www.ukti.gov.uk Contact your UKTI International trade adviser for: •

• • •

Passport to Export: Export support and assessment for Small to Middlesized enterprises – SME’s are companies that have less than 250 employees and an annual turnover not exceeding Euros 50m. Mid sized Business Programme: Variety of support for MSBs – companies with a turnover of £25 million to £250 million. Gateway to Global Growth: Helps experienced exporters expand into new markets and grow their business overseas. High Value Opportunities Programme: Helps UK companies access large scale global overseas procurement projects. It identifies opportunities as they become available and helps businesses secure contracts. Each project has a total value of at least £500 million. Email contact for HVO Team is: [email protected]

Plus other opportunities for help and assistance on request.

• BCFA is a UKTI Accredited Trade Association or “ATO” and a UKTI Trade Challenge Partner. • We can offer Tradeshow Access Programme Funding to SME’s at selected overseas exhibitions. • Grants to eligible UK SME’S of approx. £1,400 for European and £3,000 to “Long Haul” exhibitions. • Companies can claim up to 12 TAP grants from 1st April 2009. • Currently SOLO funding via ITA’s is withdrawn.

Overseas Exhibitions with TAP Grant support

Overseas Exhibitions with TAP Grant support

Overseas Exhibitions with TAP Grant support

Always Building Value For International Advice [email protected]