kcréa régional
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Oral Presentation
Kcréa Régional - Toulouse
19th February 2013
Organisation
Manuela VilaWareHouse
Manager
Marion
CasasnovasAdministrative
Assistant
Elodie OliveFashion
Designer
Erwan PetrusCommunication
Manager
Lucile RuizSales
Manager
Romain
Bourmaleau
CEO
Loïc
Tardy
Consultant
Secil
Karatas
Consultant
2
Content
1. Market
1. Marketing mix
2. Human resources
3. Financial statements
4. Risks analysis
5. Futur
3
1. Market: Customers’ behavior
No customers’ loyalty
17
83
Clothes Expenses
Lingerie
Other Cholthes expenses
- €
20 €
40 €
60 €
80 €
100 €
120 €
140 €
15-24 25-34 35-44 45-54 55-65
138 €
99 €112 €
116 €
68 €
Budget
20-30 years old Would buy an innovative bra online
4
1. Market: A Competitive market
Well known competitors
Communication war
Strong Relationships
5
WHATMAKES USSTRONG ??
1. Market: Our KFS
INNOVATIVE
&
FASHIONABLE
SPECIALIST
E-SHOP
&
DEVELOPING CUSTOMER LOYALTY
GOOD QUALITY/PRICE RATIO
&
COMMUNICATION
AVOID PRESSURES FROM RETAILERS
KFS
7
1. Market: Product Positioning
***
***
** Middle range product
******
8
1. Market: Our Target
Target Customer Base
- Women
- Between 15 and 35 years old
- Comfort, convenience
- Good quality/price ratio
Secondary Target
- Men
- Women
9
2. Marketing Mix: Product
3 PIECES
Classic
Plunging
Half BraStraplessCUPS
Molded cups
3 shapes
From size A to F
10
Fastened system
2. Marketing Mix: Product
- An iron hook on each side of the band
- Sizes:85-110
• Color scale: 9 colors
• Textile: Coton, Elasthane and Polyester
Complete Bra 30 €
Band 10.2 €
Cups 15.9 €
Braces 3.9 €
Shorty / Tanga 11.9 € / 8.9 €
11
They make the product
JCM Company
Know how
Knowledge
Notoriety
From the raw materials to the final goods
2. Marketing Mix: Production
12
Online Shop
Easy to use
Collections & News
Live updated
CMJF
Nwn
cp
Loyalty
Notoriety
Total Availabitily
24/24
7/7
Delivery in 48H in
France
2. Marketing Mix: Place
13
Multi-Level Marketing : Sellers get commissions
Private sales
2. Marketing Mix: Place in N+2
14
0 20 40 60 80100
17
15
15
100
100
100
Communication budget
Turnover
N+3
N+2
N+1
w
vcEMLJF
Web advertising
- Banners on websites.
- Commercial
advertisements on video
websites
- Social networks
Trade fair
- Salon international de la
lingerie
- Salon du textile
%
%
%
2. Marketing Mix: Promotion
15
f
Bra unhooker contest
Social Buzzing
Word-of-mouth
Photo contest
2. Marketing Mix: Street Marketing
16
5 employees in the HQ
1398 €/ employee
N+1
5,71employees
- 5 permanents
- 1 part time: 0.71 permanent
1 part time
1500 € *0.71indexed on the job grid
3. Human Resources
17
N+2
5,71 employees
Increase of the salary
Indexed on the CCN
Independent salesperson with a « VDI » contract.
Not employed
The part time will become permanent
Recruitment of 1 warehouse assistant
1398 €
N+3
Same staff.
7
3. Human Resources: N+2 & N+3
18
N+1 N+2 N+3
Turnover 252 152 € 378 228 € 461 438 €
Total charges 255 382 € 338 716 € 375 610 €
Charges % 101% 90% 81%
Profit (bef. Tax) -3 230 € 39 512 € 85 829 €
BEP X NOVEMBER OCTOBER
BEP is achieved soonerBreakeven point
4. Fiancial Statements: Profit and Loss
19
Opening cash flow: 50 000€
Investment: 27 495€
No trade receivable29,666
64,300
91,519
0
10,000
20,000
30,000
40,000
50,000
60,000
70,000
80,000
90,000
100,000
Year 1 Year 2 Year 3
Closing Fund
No loan
ROI increasing
ROCE: positive profitability from 2nd year
Fixed Assets
Equity
Current Assets
Current
Liabilities
Balance Sheet
4. Fiancial Statements: Cash Flows
20
Forecasts within 3 years
Ratios N+1 N+2 N+3
Turnover growth in % -- 50% 22%
Net profit /Turnover % -1% 12% 16%
Net cash flow -20 334€ 36 351€ 57 053€
EBIT/Sales % -1% 10% 19%
ROE -7% 27% 36%
21
WHATABOUTTHE RISKS ?
?
Risks analysis
Metric Product
Cheynet
Shantou Xinfa Lingerie Accessories Firm
Dongyang Shen Nong Textiles Co., Ltd.
JCM
Company
23
Futur
Full customization
New type of customer
Jewelry for underwear
Same price policy
Referenced with some well known
retailers
Media
Web communication
Price
Promotion
Product
Place
24
VIDEO
25
Conclusion
Answer to
opportunities
Answer to
the market’s
KFS
Financially
feasible
26
28
Lingerie Market
What is the lingerie market ?
Daywear like knickers, corsetry, bras, nightwear,
pajamas and baby-doll
France, one of the first sellers of lingerie in Europe
with 2.6 € Billion of turnover (2011)
Average budget in the country => 97.4 € (2011)
Results of the Survey:
Loyalty & Purchasing Frequency
Loyalty
Frequency
Results of the Survey:
Budget & Removable parts
Budget
Removable Parts
Results of the Survey : Internet
Breakeven
33
Year 1 Year 2 Year 3
TURNOVER (excl. Tax) 252 152 € 378 228 € 461 438 €
Total variable costs 119 596 € 173 926 € 209 921 €
Contribution margin 132 556 € 204 303 € 251 517 €
Rate of contribution margin 53% 54% 55%
Total fixed costs 135 786 € 145 204 € 177 457 €
Break even point 258 296 € 268 818 € 325 566 €
1st year BEP isn’t reached2nd year : in november3rd year: in october
BEP is achieved more and earlier!
Finance
34
Unit Margin per product N+1 N+2 N+3
Cup 1,76 € 2,95 € 5,64 €
Band -0,74 € 0,38 € 1,75 €
Straps -3,51 € -2,47 € -2,56 €
Shorty 0,00 € 1,15 € 2,91 €
Tanga -1,31 € -0,21 € 0,86 €
44%
20%
17%
7%5%
7%
Salaries Cost of sales
Promotion Transport fees
Warehouse Others
Costs
Year 1
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