VORES VIDEN KUNDENS FORDEL OUR KNOWLEDGE YOUR ADVANTAGE FOCUS ON EXPORT

Transcription

1 VORES VIDEN KUNDENS FORDEL OUR KNOWLEDGE YOUR ADVANTAGE FOCUS ON EXPORT Presented by : Peter Rosenkrands Managing director Wednesday, November 20th 2013 Slide 1

2 FOCUS ON EXPORT PROCES RANGE MARKETS Hoses, tubes, spiral hoses profiles and tapes Conveyors, Oil & Gas, Automotive, Food, Pneumatics, Audio Industrial, Medical Slide 2

3 COMPANY PRESENTATION KEY FIGURES Partnership Key figures Location: Præstø, 85 km south of Copenhagen QMS History Established: 1959 Know-how & support Range Mission Strategy Ownership: Employees: 29 Family held structure (2 nd generation) Production: 28 lines dedicated thermoplastics > m 2 production split on two sites > 250 tons/year > 25 raw material types Customers: > 300 Export: > 40% > 30 countries Financial: Positive revenue since 2003 Slide 3

4 FOCUS ON EXPORT HISTORY QMS Partnership Key figures History 14: Expansion on focus areas. Internal focus on 5S and Lean. Increase export. 59: Palle Knudsen establish company in Præstø 1960 Know-how & support Range 1970 Mission Strategy 70 s: 2 x oil crisis limits growth s: 2nd generation ownership Enters new markets with new materials : Global crisis, but minimal impact due to risk management focus : Expansion of production in new facilities and increase of workforce 11: ISO certification 13: Record turnover and result 60 s: Expansion of facilities and administration in 3 steps 80 s: Expansion of facilities 2. generation enters management 00 s: Expansion of facilities and capacity Focus on oil & gas industry. Turnaround by new management Slide 4

5 FOCUS ON EXPORT EXPORT Facts: Export between 30 and 45% Sales in more than 30 countries 6% increase in export from 12 to 13 Total export (DKK) Acc. export (DKK) - October Slide 5

6 FOCUS ON EXPORT WHY EXPORT + Increase sales + Larger potential + Become less depending on national sales + Take advantage of cooperation with Danish companies working internationally or belong to international companies + Exciting international relations - Stronger competition - Language and cultural barriers - Increased distribution costs - Travel - Economical risks Slide 6

7 FOCUS ON EXPORT TURNAROUND Process started up in 03: Analysis of business: Sales channels: Company profile: Capacity: SWOT Markets Geography Products Distributors / Agents Direct sales Internal Documentation Image Utilization Possibilities for expansion Management: QMS (ISO 9001:2008) Sales and costs budgets GLOBAL VÆKST 12 Slide 7

8 FOCUS ON EXPORT GLOBAL VÆKST PREREQUISITES RECOGNITION PREPARATION ADAPTATION IMPLEMENTATION Do you know yourself and your company? Analysis and mapping Are everyone on the same page? Did you check? Do you have a clear strategy, mission, vision and values? Does your employees and customers know? What are your goals? Products, markets and partners Are you prepared to use necessary resources? Capital / Cash flow Slide 8

9 FOCUS ON EXPORT GLOBAL VÆKST PROCES RECOGNITION PREPARATION ADAPTATION IMPLEMENTATION Suppliers and partners Key activities Value proposition Customers relationships Customer segments Resources Channels Website Cost structure Revenue streams Slide 9

10 FOCUS ON EXPORT GLOBAL VÆKST PROCES RECOGNITION PREPARATION ADAPTATION IMPLEMENTATION Slide 10

11 FOCUS ON EXPORT GLOBAL VÆKST PROCES RECOGNITION PREPARATION ADAPTATION IMPLEMENTATION Partner program Analysis of existing partners - Range - Organization - Culture - Language - Strategy - Price - Sales channels Segmentation of customers and partners (levels?) Preparation of partner profile Size and shape o Presentation of concept o Partner documents o Legal documents Testing and feed-back on concept with key partners Slide 11

12 FOCUS ON EXPORT PARTNERSHIP PROGRAM Support Platform - Coaching - Documentation - Samples - Tech service Improve Mutual Knowledge - Industries - Product range - Local adaptations - Customers Partnership a mutual benefit Strengthen Relationship - Meetings - Communication - Cooperation Mutual Goals - Budgets - Targets - Leads - Activities Slide 12

13 FOCUS ON EXPORT GLOBAL VÆKST PARTNERSHIP PROGRAM RECOGNITION PREPARATION ADAPTATION IMPLEMENTATION Slide 13

14 FOCUS ON EXPORT GLOBAL VÆKST PARTNERSHIP PROGRAM RECOGNITION PREPARATION ADAPTATION IMPLEMENTATION Presentation of Partner Program to focus group Vision, Mission, values and identity (module 1) Partner demands (module 2) Evaluation Documents Legal agreements (preparation is time consuming) Terms Sharing (Dropbox) Adaptation Slide 14

15 FOCUS ON EXPORT GLOBAL VÆKST PARTNERSHIP PROGRAM RECOGNITION PREPARATION ADAPTATION IMPLEMENTATION Selection and evaluation 85 distributors reduced to 25 partners Evaluation of distributors versus partner profile Visits Budget and follow-up Slide 15

16 FOCUS ON EXPORT CUSTOMER FOCUS Strategy execution Short, clear and simple communication Bring value Control costs Improve customer satisfaction CUSTOMER FOCUS Focus your efforts Know your values Listen and pay attention Work local but act global Present your values Slide 16

17 FOCUS ON EXPORT GLOBAL STRATEGY WORK LOCAL ACT GLOBAL Maintain and develop know-how and innovation Niche production in key markets Ensure optimum communication with customers through continuous improvement of PARTNERSHIP PROGRAM Develop sales channels and customer potential through global network Ensure availability A professional website is essential Maintain strong local roots and positive profile Slide 17

18 FOCUS ON EXPORT MARKETING Slide 18

19 FOCUS ON EXPORT ACHIVEMENTS Slide 19

20 FOCUS ON EXPORT THE TEAM Slide 20

21 PRESENTATION ROYAL VISIT SEPTEMBER 2013 Slide 21

22 PRESENTATION ROYAL VISIT SEPTEMBER 2013 Slide 22