You are on page 1of 20

The Optic Shop L.L.C.

Phone No.: 00971 4 xxx xxxx


Fax No.: 00971 4 xxx xxxx
e-mail address: xxxxx@hotmail.com

This is a confidential document, copying or reproducing the document


for any purpose will be considered copyright infringement of The
Optic Shop L.L.C. Co. Reg. No. 3291-2-12-15-12-14 intellectual
property.
www.theopticshop.com

Contents

Executive Summary...................................................................................................................4
Industry Description...................................................................................................................4
Major Players/Competitors....................................................................................................5
Registration, Accreditations and Certifications......................................................................6
Growth Potential....................................................................................................................6
Tourism Industry................................................................................................................6
Future Plans............................................................................................................................7
Business Description..................................................................................................................7
Products:.................................................................................................................................7
Services:.................................................................................................................................7
Facilities & Assets:.................................................................................................................8
Sales Volume..........................................................................................................................8
Staff........................................................................................................................................8
Hierarchy The Optic Shop LLC.............................................................................................9
Opportunities............................................................................................................................10
Mission Statement................................................................................................................10
Vision...................................................................................................................................10
Innovative Features and Products........................................................................................10
Production Plan........................................................................................................................11
Facilities and Assets.............................................................................................................11
Materials and Supplies:........................................................................................................11
Personnel:.............................................................................................................................11
Operations:...........................................................................................................................12
Marketing Plan.........................................................................................................................12
2

The Market...........................................................................................................................12
Competition..........................................................................................................................13
Technology...........................................................................................................................13
Socio-political Environment................................................................................................13
SWOT Analysis....................................................................................................................13
INTERNAL STRENGTHS..............................................................................................13
INTERNAL WEAKNESSES...........................................................................................14
EXTERNAL OPPORTUNITIES.....................................................................................14
EXTERNAL THREATS..................................................................................................14
Action Plan...........................................................................................................................15
Financials.................................................................................................................................16
Considerations......................................................................................................................16
Market Share........................................................................................................................17
References................................................................................................................................19

Executive Summary
This Business Plan starts with an Industry description of Ophthalmic and Optical Industry,
after equipping the reader with the knowledge of the Industry the Business Plan then details
Business Description of The Optic Shop LLC.
After presenting the basic ideas behind The Optic Shop LLCs psychology, the business plan
then moves on to presenting The Optic Shop LLC swat analysis and then moves on to
marketing plan and presenting Financials in the end.
The Optic Shop LLCs core competitive edge is the production of eyewear locally, designed
and created by a team of local professionals to incorporate the Arabian needs and wants in the
products and services offered by The Optic Shop LLC.
The mission statement of The Optic Shop LLC is as follows:
To become the leading local eye wear producer in contemporary designs in UAE.

Industry Description
Optics industry is often referred to as optical and medical industry, it includes Optical and
Ophthalmic Industry, which is a very competitive industry in UAE, and like any other
industry in UAE it is developing at a fast pace. A study revealed that optical and medical
equipment is a speciality industry in UAE details are presented in table-1:
Table 1 - Optical and Medical Equipment UAE

In millions of
U.A.E.
dirhams
Imports
Exports

2000

2001

2002

2003

2004

2,867
2

3,070
1

3,270
8

3,519
17

4,519
17

The table above shows that the imports and exports have increased by substantial figures in
2004 indicating the growth in the Optical Industry of UAE (International Monetary Fund,
2006).
In UAE the niches market in optic industry is in designer glasses, which are sold at high
prices in many of the stores in Dubai and customers are always looking for more new designs
and innovations. In 2009 UAE Ministry of health held the regions largest optical exhibition,
4

attracting optical companies from countries like Japan, India, Korea, China, Malaysia,
France, Italy and Germany (YYC Expo, 2010). Therefore a lot of potential in UAE optical
industry which could be cashed with the help of a strategic business plan. There is a niches in
spectacle lens market which could also be explored by acquiring accreditations with eyehospital and medical associations, also hiring qualified team for eye-inspection.

Major Players/Competitors
There are many different optical businesses operating in UAE already some of the major
players are as follows:
1.
2.
3.
4.
5.
6.
7.

Al Jaber Optical (www.aljaberoptical.com)


Alpha Optical (www.alpha-optical.com)
Barakat Optical (www.barakatoptical.com)
Dubai Optical Group, Optivision (www.dubaioptical.com)
Dehlawi (www.dehlawi.com)
Lutfi Optical Centre LLC (www.lutfioptical.com)
Magrabi Optical (www.magrabioptical.com)

The competitors listed above have made the competition in optic industry fierce by
distributing at an international distribution channel offering worldwide deliveries to its
customers. The customers can surf the websites listed above and choose any of the eye wear
they prefer and have it delivered at their door-step, competitors are also offering seven days
exchange policy on all their products. The competitors are offering competitive prices and
warranties up to two years on their products.
The optical industry in UAE is affected by different trends and fashions, mainly guided by
the entertainment industries, movies are a big factor in increasing demand for designer eye
wear. The other market is the customers using eye-site glasses for health reason this market
falls in the category of medicine and involves spectacles and contact lenses. Customers
choices are driven by the industry trends, fashions and fade where media plays the main
stream character. Some of the designer labels that are controlling the demand and supply in
the optic industry of UAE are as following; these brands also drive customer choices by
strong advertisement and promotional campaigns:
1. Ray Ban
2. Cartier
3. Giorgio Armani

4. Gucci
5. Marc Jacobs
6. Carl Zeis (Spectacle Lens)

7. Registration, Accreditations and Certifications


UAE Federal Law No. 9 of 1984 as amended by Federal Law No. 13 of 1988, Commercial
Companies provide the law for the registration of a Limited Liability Company, and states
that registration must be done with the Ministry of Finance and Commerce. For The Optic
shop we have also obtained approval from Ministry of Health and the issued registration
number is: 3291-2-12-15-12-14.
After registration with the trade mark section of Ministry of Economy & Commerce, The
Optic Shops intellectual property is protected by UAE Federal Law No. 8 of 2002
Trademark Law, and following trademark has been registered as the logo of The Optic Shop:

We have also acquired accreditation with UAE National Committee for Eye Health to
increase the goodwill of the brand and it will also help in establishing a strong image in
customers mind. ISO 9001:2008 has also been acquired to increase efficiency in standards of
operation.

Growth Potential
The eye wear industry in UAE has shown substantial growth in 2012 after recovering from
the recession of 2009, and I still growing to return to the boom levels of 2006 to 2008. The
growth in GDP has increased consumer spending power enabling customers to buy the eye
wear products according to latest trends and fashions as offered by different brands.
Tourism Industry
Tourism in UAE is expected to make revenues of Dhs. 170 billion in the year 2016, after
recording Dhs.97 billion revenue in 2006 (Guide2dubai, 2007). Tourists in UAE tend to buy
designer expensive eye wear, because of the weather in UAE and its geographic location.
UAE has also set itself to become worlds holiday resort which will provide more customers
shopping for spectacles and other eye wear in the shops of UAE.

Future Plans

The Optic Shop will target tourists and locals by offering designer brands, backed
with promotional and advertisement campaigns.
6

The Optic Shop will also offer eye examining services along with the eye-sight lenses

and other eye wear.


The Optic Shop will have a research and development department working to come

up with new contemporary designs and innovations to meet the industry competition.
The Optic Shop will produce its own designer brand by employing a innovative
design team, the companys core would be the manufacturing its own brands from
scratch, The Optic Shop has a special policy on purchasing raw materials, special for

its designer brand.


The world seems to be coming out of the credit crunch and the results of 2012 has
shown increase in consumer spending power, The Optic Shop Market Research team
will collect vital data to overcome external shocks of the credit crunch.

Business Description
The Optic Shop was established in November, 2012 to enter the eye wear market in UAE
with a local perspective, enriched with Arabian culture and the traditions of UAE. Since all
the competitors are offering foreign brands, The Optic Shop has a unique psychology of
producing its own Emirati brand and taking lead in UAE eyewear. The Optic Shop is a
special initiative to compete all the foreign brands operating in UAE and produce eyewear
according to needs and wants of Emiratis. The Optic Shop has following products and
services:

Products:
The Optic Shop is offering following products online and at 6 franchises:
1- Designer Wear
a. (Sun Glasses)
b. Sports Wear
c. Frames

2- Lens
a. Ophthalmic Lens
b. Contact Lens
3- Accessories

4- Services:
The Optic Shop is offering following services at all of its 6 franchises and online.
1- Eye Care
a. Internationally recognized Eye-test

Facilities & Assets:


The Optic Shop has 6 branches at major locations in UAE as follows:
7

1- Dubai Branch
2- Dubai Airport Branch
3- Al-Ain Branch

4- Al-Ain Airport Branch


5- Abu Dhabi Branch
6- Abu Dhabi Airport Branch

7- The manufacturing facility is in Jebel Ali Free Zone Dubai, with companys head
office and creative office in Dubai. The Optic Shop produces all its products in-house
design and manufacturing being the core competitive edge of the company.

8- Sales Volume
9- The following table presents the sales forecast of The Optic Shop LLC, the 2012
figures present the sales made since company incorporation in November, 2012 and
2013 onwards 2015 are the sales forecast. The sales figures are adjusted for 15%
inflation.
10- Table 2 - Sales Forecast The Optic Shop LLC

1115-Designer Wear

12-2013
16-AED

13-2014
17-AED

7,555,5

8,688,82

19-Lens

00
20-4,600,0

5
21-5,290,00

23-Accessories

00
24-2,300,0

0
25-2,645,00

27-Eye Care

00
28-4,485,0

0
29-5,157,75

31-Total Sales

00
32-18,940,

0
33-21,781,5

Revenue

500

75

14-2015
18-AED
9,992,148
22-6,083,500
26-3,041,750
30-5,931,412
34-25,048,811

35-

36-

Staf

37- The staff is being hired and The Optic Shop will finish hiring by the year end 2013.
1- Staff for manufacturing facility
2- Staff for the 6 Branches

38-

Professional Advisors

39- The company has a CFA Finance Manger employed, further the company lawyers and
auditors are external who pay regular visits for company audit and statutory
compliance.
8

40- Hierarchy The Optic Shop LLC:


Directors/Partners

41-

Opportunities

42- UAE is a expanding global platform, the niches market for eyewear could be explored
CEO
by providing a product which has a local and Arabian influence will also act as a
souvenir for tourist to take back home on their return from UAE. Not forgetting the
locals and expatriates market, the working and business class of UAE also provides
opportunities
to explore the niche in the market
Finance &for The Optic Shop
Marketing
HR by providingManager
IT Manager
Arabian
products.
Admineyewear
Manager
Manager
Manager
Manufacturing
43- The Optic Shop purchases raw materials itself in bulk quantities and each and every
part
is built in the manufacturing facility under ISO 9001:2008 to achieve quality in Factory
Chartered
Creative &
Area Sales
HR
Networking
the
product.
Producing
everything
in-house
is
the
core
competitive
edge
The
Optic
Accountant
Manager
Design
Manager
Assista
and
IT Team
Shop has over its competitors.

44Mission Statement
Administration

Marketing
Sales Staff at
45To become the leading local eye wear producer in contemporary designs in UAE. Plant foreman
Assistant
Research
the Branches

46-

Vision

47- To provide new innovations and designs in eye wear according to local needs and
6 Branches, all over UAE
Workers at
wants.
Manufacturing Plant

48

Innovative Features and Products

Jebel Ali Free Zone

The Optic Shop has a creative and design team innovating contemporary designs for
the market, different than our competitors offering foreign products. Enabling The

Optic Shop to offer longevity and durability in its products.


The Creative Team comprises of Local managers as well as eye-specialists from
medical industry as explained above who have the autonomy to continue or
discontinue any project, they are also continuously developing with the help of the
data from Marketing Research team, enabling design team to come up with

contemporary designs.
In the future The Optic Shop continuously focus to develop and evolve with designs
as required by the local market and producing them locally to achieve economies of

scale.
Innovation in eye lens, The Optic Shop is dedicated to bring innovations in eye lens
by introducing new technologies in lens.
9

49-

50-

Production Plan

51- To capture the niche in the market by providing locally produced eyewear The Optic
Shop has its own manufacturing facility with the head office at the site and the
creative design team also in complete coordination with

52-

Facilities and Assets

53- The Optic Shop has its own production facility at the following address; also The
Optic Shop will launch six franchises across UAE.
54- The Optic ShopTM
55- Manufacturing Shop,
56- Back street, UAE.
57- Size: 90 meters x 6o meters (covered state of the art shed)

58-

Materials and Supplies:

59- The acquisition of Raw Materials plays a vital role in fabrication of a frame or other
eyewear products at The Optic Shop production facility, the raw materials are
purchased at bulk from different parts of the world. The Optic Shop has ninety days
credit facility offered by the suppliers ensuring their trust in the company and
providing raw materials at the ISO standards. The Optic Shop only deals with
suppliers who have ISO standards.
60- The Manufacturing facility has dedicated adequate storage for the storage of raw
materials ensuring we can store up to three years raw materials for our products.
Hence keeping shock for any risk in supply of the raw materials.

61-

Personnel:

62- The Optic Shop has following personnel at the moment other than the managers listed
above:
63- Creative and Design Team
a. Creative Head

b. Marketing and Promotional


Campaigns Strategist
c. Design Head
10

6465d. Technological Innovations


Head
e. Ophthalmologist

a. Marketing Research
Strategy Manager
b. Data collection and analysis
team
69- Networking and IT Team

666768- Marketing Research Team

a. IT Technician
b. Software Developer
c. Data base and hardware supervisor

70- After acquiring the machinery the work force, sales team and receptionist and other
staff are being hired by the HR Manager and will be completed by June 2013.

71

Operations:

The Optic Shop has SOPs for its manufacturing facility as required by the ISO
9001:2008 and does not indulge in any hazardous material handling or environmental
damaging practices. All the regulations provided by UAE National Committee for

Health have always been followed.


The Optic Shop is still in the process of acquiring state of the art machinery for all its
production lines. It will take nine months to finalize the production line and have the

first run of production by the end of year 2013.


The creative team is already working on the designs at the warehouse along with the
marketing team gathering useful information for the designer wear, the most
competitive branch of the business.

72-

Marketing Plan

73- The marketing plan plays a vital role in the success of any organization; therefore The
Optic Shop has carefully crafted its marketing plan as follows:

74-

The Market

75- Al Ain, Dubai and Abu Dhabi are the potential markets for The Optic Shop, locals and
expatriates living in metropolitan cities of UAE are the target customers. The Optic
Shop is also targeting the tourist market and the creative team is in process to design
catering the needs and wants of the tourist.

11

76- In 2012 the growth for luxury sunglasses increased due to increased spending power,
to gather the market needs and wants data the marketing research team will conduct a
detailed research feeding the creative and design department with the results. The
research will also find answers to customer preferences for eye care, whether they like
to use spectacles or lens.

77-

Competition

78- The Optic Shop faces a fierce competition by all the established foreign brands, some
of the major competitors as described above have history of producing luxury
eyewear. The Optic Shops core strategy is to benchmark the competitors engaging in
marketing research and finding out information about the competitors. The strategy of
obtaining Emirati preferences on eyewear is the competitive edge of The Optic Shop
research team is also gathering data to explore local customer preferences for
eyewear.

79-

Technology

80- The Optic Shop has plans to introduce new innovations in lens as well as spectacles
market, the creative and design team also has ophthalmologist researching to develop
new ways and better technology to bring revolution in eyewear products.
81- The luxury sunglasses market in UAE is continuously experiencing a continuous
innovation in designs, trends, fashion and fade, to keep up with the pace The Optic
Shop has plans to reveal its teaser by midyear 2013.

82-

Socio-political Environment

83- The political factors in UAE are very favourable for the business as the government is
already engaged in conducting different exhibitions and seminars to attract more
players to jump into optical industry.

84-

SWOT Analysis

85- The Optic Shop strengths, weaknesses, opportunities and threats are as follows:
86-

INTERNAL STRENGTHS

Dedication in producing eyewear incorporating local needs and wants


Commitment to be the leading local eyewear producer
Crafting a distinctive identity in the market by launching Designer Wear

12

Introducing new innovations and technology in eye wear

In-house Design & Creation, Optometrist, Market Research and Manufacturing


facility.

Company owned manufacturing facility.

Creative and Design team engaging in promotional campaigned using social, print and
electronic media.

The decentralized decision making at The Optic Shop LLC allows the directors to
handle other business as well.

The manufacturing facility is not on the main street enabling The Optic Shop from
any leakage of internal information to the competitors.

87-

INTERNAL WEAKNESSES

Optical Shops with International Brands and designer products


Optical Shops targeting consumers globally with international distribution channel
Optical Shops offering warranties and return for their products.
Competitors introducing new designs according to market needs and wants.
Lack of business experience as The Optic Shop LLC is a new business.
Limited amount of cash to start the business, and The Optic Shop LLC has obtained a
loan.

88-

EXTERNAL OPPORTUNITIES

None of the brands offered by the competitors are locally produced.


Niche market of tourist travelling to UAE.
UAE government welcoming new optical businesses by conducting optical seminars

and exhibitions
Internet networking allows easy communication with suppliers.
Business funding programs for youth.
High income for individuals.
Continuously evolving trends fashions and fade in the optical industry.
Increase in the demand for eye care in the market.
Global distribution channel to provide delivery anywhere in the world.
UAE geographical location makes it a hub for international tourist, business men, and
workers, which is a live opportunity for The Optic Shop LLC to multiply its market
share.

13

89-

EXTERNAL THREATS

World-wide Financial Recession reducing consumer power in 2009 and 2010.


Designer brands offered by foreign suppliers with more experience in the optical

industry of UAE and more enhanced advertisement campaigns.


Use of strong marketing and advertisement campaigns run by foreign designer brands.
More and more optical businesses from China entering the UAE market, China able to

offer very low prices due to mass production and economies of scale.
The credit crunch plays a vital role in driving the sales of The Optic Shop LLC as

driven by consumer buying power.


UAE Government coming up with stringent policies to employ overseas cheap labour.

90-

Action Plan

91- The Optic Shop will create, design and manufacture its products at the manufacturing
facility in Jebel Ali Free Zone as described above. The Optic Shop will provide
guarantees and return policies for all its products.
92- Breakeven analysis will be conducted for pricing, hence enabling The Optic Shop to
offer competitive prices. Also The Optics Shop will always have upto three years of
raw materials storage enabling constant supply and price flexibility.
93- Marketing Research Team will presents results of the available machinery for
manufacturing facility, competitor analysis as well as the market needs and wants to
the Creative and Design Team by March, 2013.
94- The Finance Manager in collaboration with the Marketing Manager and Research
Team will finalize the locations of the 6 franchises based on the Results of Marketing
Research in May 2013.
95- Creative and Design team will present the new designs to be launched along with
marketing and promotional campaigns in June 2013.
96- The IT teams gets the website up and running along with a strong Social Media
campaign in July 2013, spreading awareness on the international distribution and
online availability of the products and services offered by The Optic Shop.
97- Human Resources department will finish hiring by September, 2013 for the
manufacturing facility as well as the staff required for the 6 franchises to be opened in
UAE.

14

98- Manufacturing facility will be up and running in December 2013, with all the
necessary office, equipment and supplies bought and ready for the production run by
20 December, 2013.

99-

Financials

100-

The financial considerations and limitations of The Optic Shop are as follows:

101-

Considerations

102-

Table-3 presents the Cash Flow Forecast and shows the feasibility of the

project:
103- Table 3- The Optic Shop LLC Cash Flow Forecast

104- 105111-

112-

118- 119125- 126-

132-

133- Cash Flows

139146153160-

140147- Opening Cash Balance

106113Th
e Optic
Shop LLC
120Ca
sh Flow
Forecast
127-

134- 2012
141- AED

107-

108-

109-

110-

114-

115-

116-

117-

121128-

122129-

123130-

124131-

135- 2
0
1
3
142- A
E
D

136- 2
0
1
4
143- A
E
D

137- 2
0
1
5
144- A
E
D

138-

148- 700,000

149-

150-

151-

154-

155-

156-

157-

158-

161- RECEIPTS

162-

163170- 1
8,
9
4
0,
5
0
0

164171- 2
1,
7
8
1,
5
7
5

165-

167174181-

168- Cash Received from Sales

188195202209216223230-

189- TOTAL RECEIPTS

175- Loan Proceeds


182-

196203- DISBURSEMENTS
210- Machinery and equipment
217- Accounts Payable
224- Raw Materials
231- Supplies

169176- 15,000,000
183-

190- 15,700,000

177184191- 1
8,
9
4
0,
5
0
0

172- 2
5,
0
4
8,
8
11

178-

179-

185192- 2
1,
7
8
1,
5
7
5

186193- 2
5,
0
4
8,
8
1
1

197-

198-

199-

200-

204-

205-

206-

207-

211- 13,000,000

212-

213-

214-

218- 0

219- 0

220- 0

221- 0

225- 400,000
232- 50,000

226- 0
233- 5
0,
0
0

227- 0
234- 5
0,
0
0

228- 0
235- 5
0,
0
0

15

145152159166-

173180187-

194201208215222229236-

237-

247- 9
4
7,
0
2
5
254- 4
0,
0
0
0
261- 5
0
0,
0
0
0

0
241- 8
0,
0
0
0
248- 1,
0
8
9,
0
7
9
255- 4
0,
0
0
0
262- 5
0
0,
0
0
0

0
242- 8
0,
0
0
0
249- 1,
2
5
2,
4
4
1
256- 4
0,
0
0
0
263- 5
0
0,
0
0
0

268- 0
275- 2,
2
5
0,
0
0
0
282- 5
0,
0
0
0

269- 0
276- 2,
2
5
0,
0
0
0
283- 5
0,
0
0
0

270- 0
277- 2,
2
5
0,
0
0
0
284- 5
0,
0
0
0

271-

289296- 3,
9
1
7,
0
2
5

290297- 4,
0
5
9,
0
7
9

291298- 4,
2
2
2,
4
4
1

292-

309- 2,170,000

303310- 1
5,
0
2
3,
4
7
5

304311- 1
7,
7
2
2,
4
9
6

305312- 2
0,
8
2
6,
3
7
1

316-

317-

318-

319-

238- Utilities

239- 80,000

244-

245- Advertising & Promo

246- 0

251-

252- Maintenance & Repairs

253-

258265-

259- Wages & Salaries

260-

266- Taxes

267- 0

272-

273- Loan Repayment

274- 0

279286-

280- Professional/Legal Fees

281-

287-

288-

293300-

294- Total Disbursements

295- 13,530,000

301-

302-

307- 308- Surplus


314- 315-

321-

0
240- 8
0,
0
0
0

Notes to the Cash Flow Forecast:

The manufacturing facility is free and owned by the director of The Optic Shop LLC.
The Surplus in 2012 of 2,170,000 Dirhams is the working capital reserved for the
teams.
The Cash In-Flow Starts from year 2013 to 2014.
The Loan taken from bank to acquire latest machines for production is 15million
dirhams.
The Sales revenue is adjusted for 15% inflation.
The loan repayments are calculated on 5% interest.
16

243-

250-

257-

264-

278-

285-

299306-

313320-

322323-

Market Share

324325-

The market share is something organizations are always fighting for the new

firms tend to spend more on marketing and advertisement, the larger firms after
spending on marketing usually reach a point where spending on promotional and
advertisement campaigns does not get them any more market share (Lamb, Hair, &
McDaniel, 2012).
326327-

The following graphs represent the market share of the optical industry in

UAE as shown by table-4 Exports in Millions of UAE Dirhams and table-5 Imports in
Millions of UAE Dirhams.

17

328- Table 4 - Optical and Medical Equipment UAE (Imports in Millions AED)

329-

Imports
5000
4500
4000
3500
3000
Imports

2500
2000
1500
1000
500
0
1

330-

The exports as we can see have increased sharply in the year 2002 to 2004,

showing positive growth in the Optical Industry of UAE.

18

331- Table 5 - Optical and Medical Equipment UAE (Exports in Millions AED)

332-

Exports
25
20
15

Exports

10
5
0
1

333334335336337338339340-

19

341342-

343-

References

344345-

Guide2dubai. (2007, March 9). Revenue and Growth of UAE Tourism Industry.
Retrieved January 3, 2013, from http://www.guide2dubai.com/258-Revenue-andgrowth-of-UAE-Tourism-industry.html

346-

International Monetary Fund. (2006, July). United Arab Emirates: Statistical


Appendix. Retrieved January 2, 2013, from IMF:
http://www.imf.org/external/pubs/ft/scr/2006/cr06256.pdf

347-

Lamb, C. W., Hair, J. F., & McDaniel, C. D. (2012). Essentials of Marketing.


Retrieved January 3, 2013, from Google Books: http://books.google.com/books?
id=QpCvQfnPpNwC&pg=PT518&dq=market+share&hl=en&sa=X&ei=os3lUJu
KIoel4AStzYDIBQ&redir_esc=y

348-

YYC Expo. (2010, August 10). News. Retrieved January 2, 2013, from
http://sh.yycexpo.com/en/NewsRead.php?id=55

349-

20