5th, may, 2010 - berlin, germany how to penetrate european market william kuo
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5th, May, 2010 - Berlin, Germany5th, May, 2010 - Berlin, Germany
How to penetrate How to penetrate European market European market
William KuoWilliam Kuo
5th, May, 2010 - Berlin, Germany5th, May, 2010 - Berlin, Germany
Current positionCurrent position
• Umax Systems GmbH, Umax UK Umax Systems GmbH, Umax UK LimitedLimited
• CTCC in west part of GermanyCTCC in west part of Germany
• CTCC in GermanyCTCC in Germany
5th, May, 2010 - Berlin, Germany5th, May, 2010 - Berlin, Germany
Umax Group in EuropeUmax Group in Europe
• Umax Europe HQ : Umax Systems GmbHUmax Europe HQ : Umax Systems GmbH
• Subsidary : Umax UK, Umax France, Subsidary : Umax UK, Umax France, Umax Czech, Umax RussiaUmax Czech, Umax Russia
• Direct to retailers : MediaMarkt & Saturn, Direct to retailers : MediaMarkt & Saturn, Metro, Dixons, Coufour, Auchan,...Metro, Dixons, Coufour, Auchan,...
• Distributors network in Europe >100Distributors network in Europe >100
5th, May, 2010 - Berlin, Germany5th, May, 2010 - Berlin, Germany
Global Cooperation Global Cooperation SituationsSituations• Vertical IntegrationVertical Integration
– Standard, chipset design, chipset fundary, Standard, chipset design, chipset fundary, finish product, brand name, own sales finish product, brand name, own sales channels, own service sites,...channels, own service sites,...
• Horizontal IntegrationHorizontal Integration– Standard define ( International Co. )Standard define ( International Co. )– Common chipset Common chipset – Finish products ( Asia – especially in China )Finish products ( Asia – especially in China )
5th, May, 2010 - Berlin, Germany5th, May, 2010 - Berlin, Germany
Keys of SalesKeys of Sales
• Fulfill Demand?Fulfill Demand?– Price -> Price/Performance RatioPrice -> Price/Performance Ratio– Lower profit, small sales amountLower profit, small sales amount
• Create DemandCreate Demand– Inovative technologyInovative technology– Excellent brand nameExcellent brand name
• Sales – 4PSales – 4P
5th, May, 2010 - Berlin, Germany5th, May, 2010 - Berlin, Germany
Keys of SuccessKeys of Success
Products( Technology )
Brand Name( Marketing )
Channels( Sales )
5th, May, 2010 - Berlin, Germany5th, May, 2010 - Berlin, Germany
Dominate key in each life Dominate key in each life cyclecycle
Tech
nolo
gy B
rand
Nam
e
Sale
sC
hannel
s
5th, May, 2010 - Berlin, Germany5th, May, 2010 - Berlin, Germany
Company Core ValueCompany Core Value
• Subsidary v.s. Distributor(s)Subsidary v.s. Distributor(s)
• Increase sales through create Increase sales through create DemandDemand– Good pre-sales ( Ads vs. PR work ) Good pre-sales ( Ads vs. PR work ) – Strong after-sales infranstrctureStrong after-sales infranstrcture
Marke
ting
Sale
s support
5th, May, 2010 - Berlin, Germany5th, May, 2010 - Berlin, Germany
Where is the current status?Where is the current status?
• Market trend Market trend
a. Tech. driving ->Marketing drivinga. Tech. driving ->Marketing driving
b. More pre-sales activitiesb. More pre-sales activities
terminalterminal
c. Price, Logistic heavy driven salesc. Price, Logistic heavy driven sales
scannersscanners
• Outsourcing vs. Self-developing Outsourcing vs. Self-developing
5th, May, 2010 - Berlin, Germany5th, May, 2010 - Berlin, Germany
Create demand on Create demand on CipherLabCipherLab
• Solution-orient providerSolution-orient provider
Successful case studiesSuccessful case studies
• Road showRoad show
2-3 times a year2-3 times a year
• Pre-sales tripPre-sales trip
• Google AdwordsGoogle Adwords
• Milestone on product roadmapMilestone on product roadmap
5th, May, 2010 - Berlin, Germany5th, May, 2010 - Berlin, Germany
More informationMore information
• WWW.Umax.de/WilliamKUOWWW.Umax.de/WilliamKUO
• Q&A discussionQ&A discussion
• Thanks Thanks