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Competing in Europe

Competing in Europe. Presented @ GATEWAY SEMINAR WATERFORD CEB By John F. Whelan 2009. Headlines 2009. Changing landscape. Banking Crisis. Introduction. Setting the scene Changing landscape Options for companies in difficulty Managing the situation Current issues. TIME to

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Competing in Europe

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  1. Competing in Europe Presented @ GATEWAY SEMINAR WATERFORD CEB By John F. Whelan 2009

  2. Headlines 2009

  3. Changing landscape

  4. Banking Crisis

  5. Introduction • Setting the scene • Changing landscape • Options for companies in difficulty • Managing the situation • Current issues

  6. TIME to • DECIDE !

  7. Market Research Distributor Search &Selection Promo>>tion Branding EC mark

  8. Schemes of Arrangement DEBTORS SUPPLIER W/CAPITAL BANK

  9. Examinership : an overview Commercial requirements for survival in export markets; • good underlying business • sufficient working capital • long term funding – typically by way of equity investment. WHEN THE TIDE GOES OUT WE SEE WHO HAS BEEN SWIMMING NAKED. Warren buffet

  10. Impact …. CONSUMER BEHAVIOUR

  11. PrefCerentiaCClCreditoCrsCUSTOMER • HOW CUSTOMERS ARE REACTING? • THERE ARE ATITUDES & BUYING PATTERNS CHANGING • HOW EASY IS FOR THEM TO SWITCH SUPPLIER? • OR STOP BUYING YOUR PRODUCT or SERVICE? • WHAT WILL HAPPEN WHEN THE RECOVERY KICKS IN?

  12. PET TREATS.IE • PET FOOD CO. BASED IN NAVAN, CO. MEATH • GED O’LEARY MD AND CO-FOUNDER • SUPPLIES PET FOOD wholesalers in UK, Sweden, Holland, Denmark and Finland • Tries to bring out new product every • Latest new product, dry roasted ham bone with soft meat and bone both edible for dogs

  13. PET TREATS.IE--contd • Currently investing in new equipment which will greatly reduce moisture content , and reduce the level of packaging , adds to the shelf • Differentiates his product form the competition • SALES have remained stable through out 2009 • Irish cost base a constant challenge • Innovation vouchers , Stabilisation Fund , Go Global fund have helped

  14. Informal Schemes of Arrangement • YOUR OLD MARKET PLAN IS OBSOLETE • NEW MARKET SEGMENTS ARISING FROM CRISES • CONSUMER REACTION VARIES ACROSS THE CATEGORIES • TRUSTED BRANDS LESS VULNERABLE TO DOWNWARD PRESSURE ON PRICE AND MARGINS

  15. Implications • Manufacturer margins may be under pressure as buyers resist price increases>>>> ……May be winners and losers depending on negotiating strength ……Larger players may take the opportunity to increase pressures on smaller companies who cannot absorb price increases

  16. Is it all Doom and Gloom?

  17. How Should Exporters React? • Avoid a market entry strategy which is based on price • Always vulnerable to being undercut • If you sell on price , you will loose on price • Develop a sustainable market position which is constantly reviewed/tested internally

  18. Sustainable Market Position CONSUMERS ; • Through the understanding of how consumers’ needs and wants are changing Irish companies should look to develop products which satisfy consumer needs • Innovation the key

  19. Sustainable Market Position • Buyers ; • -will have an ongoing requirement to meet their customers needs. • As suppliers, Irish companies must know the role their products are playing within the buyer’s portfolio • The greater the overall value of the product the harder it will be to replace with a cheaper alternative

  20. Can the IEA help??Yes

  21. Managing VALUE PRATICAL FOCUSED

  22. Managing Your export Business

  23. The IEA works to ensure that: International markets are easily accessible to Irish exporters The cost of trading abroad is minimised The infrastructure to reach export marketsis efficient and cost effective Exporters are given maximum Government support to develop their international business. The Regulatory burden on exporters is minimised The IEA represents the whole spectrum of Irish exporters, including SME’s, multinationals, as well as service providers who are essential facilitators of our international trade. >>>>>>>>>>>>Lobbying for your needs 24/7<<<<<<<<<<<<<<<<<<<<<<

  24. Membership benefits • Export Advice & Assistance • Visa & Legalisation Service • Tenders for Public procurement • Customs and tariff advise • Country Reports • Export Documentation • Legal Advice First Query service • Transport costs, routes, regulations • Brand Development • Market Entry Strategy • Foreign Currency /Treasury advise • IP >Trade marks / Patent advise • Export Credit Insurance • Grant Funding

  25. TRANSPORT AND LOGISTICS > Programmes and Assitance • PROPS>Promotion of Short Sea Shipping • SKEMA >Knowledge platform for maritime and logistics industry • GDP>Good Distribution Practice for Life Sciences industry • Transport Volumes and destinations (exports and imports) • Dangerous Goods Safety Advisory courses

  26. Membership benefits • Export Programmes • Food & Drink export market development. • Life Sciences Ireland , supply chain development . • General product Export market entry , channel development • ICT/Software accelerator programme • Brand Audit and Clinics • Customs tariff /compliance, audits and clinics • IP audits and clinics

  27. CONSULTANCY • The IEA have a panel of consultants ready to assist members with specific expertise in ; • Market Research • Buyer Search • Market Development • Channel Sales Development • E – Commerce • European market strategies • Asia markets • Transport and Logistics • Customs and Tariffs • Patents and Trade marks • Agents and Distributors agreements • Export Credit insurance/Product Recall insurance • Export finance and currency management

  28. THANK YOUANY ????John whelan2009

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