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security equipment brands in the China market, local companies dominate the Chinese security systems integration market and this situation is not forecast to change in the next few years. This is reflected by the lastest research from IMS Research (www.imsresearch.com ), “The China Market for Security Systems Integration – 2011 Edition.” According to the report, there was only one overseas company present in the top 15 service providers. The major problem for overseas systems integrators is that they only have opportunities in a limited number of end-user industries, such as commercial and manufacturing. It’s hard for them to win projects that have government investment, such as railways or utilities – which are forecast to have the highest growth potential over the next five years. This situation is further compounded by the fact that some qualifications necessary for bidding in certain industries are only open to local companies. That said, the China Security Systems Integration market is forecast to be worth over $13 billion in 2014 and overseas systems integrators should not be discouraged. Senior research analyst, Bo Zhang, describes the commonalities of successful overseas systems integrators in the report: “They are normally focused on high-end commercial buildings and manufacturing facilities. Typically they have global accounts who want to extend their business operations into China. These projects are not ones that local systems integrators can win. Furthermore, some overseas systems integrators also cooperate with local systems integrators on projects that are funded by local capital investment. Cooperation with overseas design companies and project management companies in China is very important.”
A joint venture (JV) is a business agreement in which parties agrees to develop, for a finite time, a new entity and new assets by contributing equity. They exercise control over the enterprise and consequently share revenues, expenses and assets. There are other types of companies such as JV limited by guarantee, joint ventures limited by guarantee with partners holding shares. With individuals, when two or more persons come together to form a temporary partnership for the purpose of carrying out a particular project, such partnership can also be called a joint venture where the parties are "co-venturers". The venture can be for one specific project only - when the JV is referred to more correctly as a consortium (as the building of the Channel Tunnel) - or a continuing business relationship. The consortium JV (also known as a cooperative agreement) is formed where one party seeks technological expertise or technical service arrangements, franchise and brand use agreements,
management contracts, rental agreements, for one-time contracts. The JV is dissolved when that goal is reached. Some major joint ventures include Dow Corning, MillerCoors, Sony Ericsson, Penske Truck Leasing, Norampac, and Owens-Corning. A joint venture takes place when two parties come together to take on one project. In a joint venture, both parties are equally invested in the project in terms of money, time, and effort to build on the original concept. While joint ventures are generally small projects, major corporations also use this method in order to diversify. A joint venture can ensure the success of smaller projects for those that are just starting in the business world or for established corporations. Since the cost of starting new projects is generally high, a joint venture allows both parties to share the burden of the project, as well as the resulting profits. Since money is involved in a joint venture, it is necessary to have a strategic plan in place. In short, both parties must be committed to focusing on the future of the partnership, rather than just the immediate returns. Ultimately, short term and long term successes are both important. In order to achieve this success, honesty, integrity, and communication within the joint venture are necessary. Partner Selection While the following offers some insight to the process of joining up with a committed partner to form a JV, it is often difficult to determine whether the commitments come from a known and distinguishable party or an intermediary. This is particularly so when the language barrier exists and one is unfamiliar with local customs, especially in approaches to government, often the deciding body for the formation of a JV or dispute settlement. The ideal process of selecting a JV partner emerges from:
screening of prospective partners short listing a set of prospective partners and some sort of ranking due diligence – checking the credentials of the other party availability of appreciated or depreciated property contributed to the joint venture the most appropriate structure and invitation/bid foreign investor buying an interest in a local company
Companies are also called JVs in cases where there are dominant partners together with participation of the public. There may also be cases where the public shareholding is substantial but the founding partners retain their identity. These companies may be 'public' or 'private' companies. It would be out of place to describe them, except to say there are many in India. Further consideration relates to starting a new legal entity ground up. Such an enterprise is sometimes called 'an incorporated JV', one 'packaged' with technology contracts (knowhow, patents, trademarks and copyright), technical services and assisted-supply arrangements.
The consortium JV (also known as a cooperative agreement) is formed where one party seeks technological expertise or technical service arrangements, franchise and brand use agreements, management contracts, rental agreements, for 'one-time' contracts, e.g., for construction projects. They dissolve the JV when that goal is reached. Company incorporation A JV can be brought about in the following major ways:
Foreign investor buying an interest in a local company Local firm acquiring an interest in an existing foreign firm Both the foreign and local entrepreneurs jointly forming a new enterprise Together with public capital and/or bank debt
What are the Advantages of forming a Joint Venture?
Provide companies with the opportunity to gain new capacity and expertise Allow companies to enter related businesses or new geographic markets or gain new technological knowledge access to greater resources, including specialised staff and technology sharing of risks with a venture partner Joint ventures can be flexible. For example, a joint venture can have a limited life span and only cover part of what you do, thus limiting both your commitment and the business' exposure. In the era of divestiture and consolidation, JV’s offer a creative way for companies to exit from non-core businesses. Companies can gradually separate a business from the rest of the organisation, and eventually, sell it to the other parent company. Roughly 80% of all joint ventures end in a sale by one partner to the other.
The Disadvantages of Joint Ventures
It takes time and effort to build the right relationship and partnering with another business can be challenging. Problems are likely to arise if: The objectives of the venture are not 100 per cent clear and communicated to everyone involved. There is an imbalance in levels of expertise, investment or assets brought into the venture by the different partners.
Different cultures and management styles result in poor integration and co-operation. The partners don't provide enough leadership and support in the early stages. Success in a joint venture depends on thorough research and analysis of the objectives.
3. Design of the Study a. Description of Research Design and Procedures Used b. Sources of Data c. Sampling Procedures d. Methods and Instruments of Data Gathering e. Statistical Treatment 4. Analysis of Data contains: a. text with appropriate b. tables and c. figures 5. Summary and Conclusions a. Restatement of the Problem b. Description of Procedures c. Major Findings (reject or fail to reject Ho) d. Conclusions e. Recommendations for Further Investigation
Report Outline I. Review Objectives a. Market Potential b. Operational c. Marketing
d. Sales Catalog II. Overview and Methodology of the research process III. Current Adhesive Customer Profile a. Demographics b. Concentrations c. Average Annual Product Usage IV. North American Market a. Demographics b. Trends c. Current Market Conditions V. Identify the… Message - Challenge - Opportunities a. The Markets Priorities and Concerns i. Motivators and De-Motivators ii. Opportunities iii. API’s Advantages b. Market Segment Challenges i. Competitors ii. Alternatives iii. Technology VI. Company Analysis (Confidential - NOT AVAILABLE ) VII. Market Risk vs. Reward Analysis VIII. Preliminary Recommendations (Confidential - NOT AVAILABLE ) a. Target Companies
000 units per month adequately satisfy potential US demand? Alternatives? 2) Are our current sales reps prepared for this market? 3) Will additional sales reps be necessary? Alternatives? 4) How does the market now buy adhesives? a) Direct from the manufacturer b) Captive Sales Reps c) Telephone/Fax d) Internet e) Wholesalers and/or Independent Distributors Marketing Questions 1) What Associations and Trade Groups have influence in the market? 2) Are there publications and / or web portals with high market segment readership? 3) How do other products “go to market” within the segment? 4) Level of market sophistication? 5) Is there seasonality to the business as well as the buy/sell cycle? The Prospect Catalog . SMG – No reproduction without written authorization 5 Questions to be answered by the research. Other Marketing Channels © 2008 David Strader.b. Target Regions c. Operational Questions 1) Will current production capacity of 4. Advertising Channels d.
Business Credit Reports. The information .e.1) Identify and profile “A” prospects for the new line 2) Provide a directory of all manufacturers with more than $1. Sources of information include: 9 Public information via Annual Reports to Shareholders as well as other Government Reports which are available for public review 9 Company marketing information.) 9 On-Line research including third party references 9 Trade Associations. etc. SMG – No reproduction without written authorization 6 Methodology This research was conducted over a 90 day period in the first quarter of 2XXX by our Research Team. The information contained in this report will not be made available to others without the express permission of the research sponsor. Info USA. The information is of a proprietary nature and upon final payment becomes the property of the research sponsors. and state and local news sources 9 Subscription based information (i. advertising. D&B. company press releases.000. Directories and Publications 9 One on one telephone interviews with both current customers and prospects 9 Various private industry sources Every effort is made to provide accurate information. Thomas.000 in sales of wood products requiring adhesives in the manufacturing process © 2008 David Strader.
) Your Current Sales Profile: The adhesive has been sold as second sale through your sales reps while servicing existing accounts. SMG – No reproduction without written authorization 7 (Modified for Confidentiality) Current Customer Profile API currently provides adhesives and environmentally safe lubrication products for the wood manufacturing industry. company products and operations change daily. veneer and all wood paneling manufacturing markets. Based on the research of the entire Wood Flooring Manufacturing sector current customers fall into a cross section of manufacturers with more than $1 Million in sales from the manufacture of solid. The primary product line for API has focused in the plywood. Re-supply has primarily been accommodated through fax and phone calls to your service . The Strategic Marketing Group David Strader © 2008 David Strader. veneered and laminate flooring products. Previous projects indicate the most volatile information will be found with changes in personnel and company operations reported in the Prospect Directory. Changes in personnel. Adhesive Usage Estimate: Rule of thumb adhesive usage is 100 units for every 1 Million board feet of flooring manufactured.provided is “best available” on the day the data was gathered. (Hard Wood vs. Soft Wood and stabilizing sub stratus will also impact usage. You currently have twelve current customers that are also manufacturers of wood flooring and use the new adhesive formula.
. The average order is for 2 cartons. 2) No Price Break for larger quantities. Average Monthly use is almost 4. Evaluate the benefits of a more aggressive pricing structure for larger orders. The typical order is two unbroken cartons (4 units per carton).center. This will be more critical as demand for your product grows. [Statistical Report of customer interviews unavailable] © 2008 David Strader. SMG – No reproduction without written authorization 8 Customer Comments: A telephone interview was conducted with your contact person at each company that now uses your new formula (For a sample of the interview guide see Appendix).5 cartons. If you can move your customers to order one months supply instead of one or two weeks inventory it should reduce administration and handling cost by 50% or more. Primary reason for trying… “Your other products work so well…” Reason for continuing to order “It works so well…” Customers tell us that your new adhesive is an improvement over the other brands they have used and that they intend to continue to use the product until something better [Researchers Comment “Cheaper that works as well” ] OBSERVATION: Based on telephone interviews 75% of current customers stated the primary considerations for ordering a one or two weeks supply 1) Shelf Life Concerns. Shipments are fulfilled via UPS. A summary of the data we collected and few highlights of quotes from our interviews follow.
” Mill Owner: “We ordered 1 gallon to test it out.. This new stuff holds up. We have to be more careful now when we set up machines because there are no “start over’s” if set up is bad. You cannot forget to put the ca p back on if you don’t use a full bottle. it sets to fast to salvage the wood and the cores..Plant Manager: “The first time we used the adhesive the guys on the line thought it wasn’t any good because it did not smell like anything else we have ever used… the problem really was that it did not smell at all!” “It works very well.” . We knew it would be we have been using their other products for years and have been very satisfied. You name it we spilled it on the test floor… we even drove a truck or two over it multiple times to make sure. the adhesive held almost right away. After a couple minutes we could not pull apart the layers. Can’t beat the product or the service…. If we get into a bind and need more adhesive they can get it delivered by the next morning.” Production Floor Manager: “The service is great. Just to see how fast it would grab we started pulling it apart. We won’t ship anything that would give us a bad name so we made up a few boards and put it on the shop floor and worked it over pretty good.” Plant Manager: “We have one problem with the new adhesive. The first time we used it we applied the adhesive by hand and ran the flooring through the cold press. It only takes an hour and the top skims over and you cannot get anything usable after that. The fast set is great for production. but the operators have to be on the ball or we end up throwing away half a bottle with every startup.
Our machines take 1 and ½ gallons at start up and that will do an entire shift of normal production.5 Million Production: 4. SMG – No reproduction without written authorization 9 Current Customer Demographics 2 21 1 1 1 1 3 Typical Customer Profile (Excluding Appalachia and Duke Lumber) Finished Product Sales: $ 2.5 Million Board Feet Employee Count: 14 Log to Finish: 72% Geographic Location Manufacturing Locations: Upper Midwest . We had a problem right away with forgetting to cap the bottles and ended up throwing away a lot of spoiled product. I love the product. If I could make one suggestion could you put it in either ½ gallon or 1 ½ gallon jugs so we don’t have to remember to cap the adhesive before we finish set up?” © 2008 David Strader. Steve and Ron on the floor love they don’t have to gag anymore from the smell.Production Manager: “The biggest concern we have is shelf life. That half gallon left behind gets thrown away a lot.
Trade Associations (a) National Wood Flooring Manufacturers Association (b) National Oak Flooring Manufacturers Association (c) National Hardwood Lumber Association (d) Wood Products Manufacturing Association 2. The members of your sale staff assigned to these accounts have longstanding relationships with both purchasing and production staff at each facility.Sales Volume: Tennessee and West Virginia Sales Coverage: Excellent Coverage through the Fort Wayne and Knoxville Offices OBSERVATION: Current customers of the new adhesive can be easily serviced through your current sales reps. Networking 3. SMG – No reproduction without written authorization 10 Typical API Customer Adhesive Use and Expenditure (Annual Estimate) Adhesive Usage: 314 Units Adhesive Expenditures: $ 6.913 Sources of New Information (Listed by Importance) 1. Sales Reps/Vendors . It is important to note that your customers consistently give very high marks to your sales team. 100% of respondents during our telephone interviews praised the personal service and quick response they now receive from your sales reps. © 2008 David Strader.
196 $ 26.00 5.616 Mastercraft $ 3.035 $154.794 $193.20 70.312 Brandon Co $ 3.20 88.80 12.3 528 $ 11.468 Duke Lumber $ 40.0 1. Trade Publications (Limited Readership Reported) (a) Southern Lumberman (b) Wood Digest Current Customer Usage and Market Comparison (Annual Estimates) Current Customers Flooring Revenue (In Millions) Board Feet (In Millions) Estimated Adhesive Usage (Units) Estimated Adhesive Expense Appalachian2 $ 50.10 5.2 528 $ 11.4.0 7.616 .770 Quality Hardwood $ 6.0 8.
1 312 $ 6.12 314.1 211 $ 4.8 281 $ 6.182 Unlimited $ 1.10 3.8 281 $ 6.60 2.60 2.512 Custom C&M $ 1.853 $436.8 281 $ 6.864 2 Second largest manufacturer by sales in the US and API’s largest single customer for both lubricants and adhesives © 2008 David Strader. SMG – No reproduction without written authorization 11 North American Market 76 4 35 27 10 8 3 © 2008 David Strader.182 Smooth $ 1.60 2.913 US Market Average $ 2.8 281 $ 6.182 Ecotek $ 1.20 2.766 Average (w/o top three) $ 1.60 2.70 2.642 Grizzly Ridge $ 0.84 1.9 296 $ 6.80 3.182 Kasper $ 1.22 $ 6. SMG – No reproduction without written authorization 12 .102 Totals $113 198 19.Cheat River $ 1.4 141 $ 3.
16 29 5 24 14 7 7 4 4 1 12 6 14 16 6 32 5 More than 50MM $10MM .$ 9 MM $1 MM .$25MM $25MM to $50MM $5 MM .$ 5 MM Less than $1 MM State Sales Legend 23 12 8 .
West Virginia and Arkansas. Only the largest manufacturers provide products for national brands or distribute their product through a national channel (Home Depot. Lowes. Many manufacturers also manufacture and market niche wood products. With the exception of three companies all manufacturers operate within a single state.5 4 2 3 1 2 2 11 1 2 1 1 The US Wood Floor Manufacturing Market Summary: No large national companies dominate this market segment. etc. The largest manufacturer is Columbia with group sales of almost $117 million and manufacturing and distribution locations in Virginia. A majority of manufacturers’ sell their wood flooring products under various brand names that may or may not be sold on a national basis.) .
Industry experts predict a strong future for wood floor products. moisture resistant characteristics and product stability is driving this continued strong outlook. ready to install flooring. Consumer demand fueled by improvements in the durability of finish. Wood flooring Production In the US 99 mbf (1975) 1.207 mbf (1955) 1. In addition to the domestic business there is a growing world wide demand for wood flooring. The one common element in floor manufacture today is a need for high durability adhesives and or other bonding techniques that meet both European and US EPA standards.102 mbf (1965) 75 mbf (1985) 658 mbf (1995) 875 mbf (2005) 100 200 300 400 500 600 700 . The export market is strong and continues to grow especially for exotic woods and European spec.
SMG – No reproduction without written authorization 13 Industry Trends . wood flooring market has made significant inroads in the domestic floor coverings industry over the past two decades.800 900 1.6 billion (retail dollars) U. colors. These new products and technologies have increased competitive pressures.S. especially from foreign-based manufacturers. © 2008 David Strader.100 1.000 1.300 Year Million Board Feet 1950's 1960's 1970's 1980's 1990's 2000's Perspectives from the National Wood Flooring Association (Condensation of Reports) The $2.200 1. The industry has also stimulated demand with easier and less costly to install products such as prefinished. Manufacturers now offer a wide range of species. The inroads were stimulated by growing consumer acceptance of high-end hard surface flooring. as well as more diverse offerings by wood flooring manufacturers. and glueless wood floors. and custom-type designs. engineered. This has led to a sluggish industry bottom line performance.
U. 3) US competition for exotic raw timber. exports. 1) Growing environmental pressure to preserve standing timber 2) Protectionism of foreign governments attempting to maintain large timber reserves for rapidly growing internal demand (China has limited export to 5% of domestically grown timber products). shipments. . Several factors have influenced the availability of timber. and other hardwood products. and price trends for hardwood and softwood flooring products continue to rise.S. An in depth analysis of international competition paints a much brighter picture for North American Manufacturers. Even in a slowing housing market the outlook for hardwood flooring remains strong due to continued demands in remodeling and commercial construction market segments. As of the end of 2006 international suppliers of finished product accounted for 10% of the US and Canadian markets. the raw timber required for flooring is in very short supply. Market trends are especially strong for prefinished and engineered wood products. Importation of “Ready to Install” Wood Flooring Globally manufacturing capacity for wood flooring is significant. This could be troublesome for US manufacturers. especially noting the increased demand for more exotic woods that cannot be grown domestically. rustics. and for exotics. (Sources: Various Industry Articles published by NWFA from 7/2005 thru 9/2006) International Conditions Industry and independent research has noted that even though international manufacturing has a large capacity to produce product.
India began preserving its limited timber resources more than a decade ago. SMG – No reproduction without written authorization 14 shift away from using domestically grown lumber for export.1) Environmental Movement – the growing pressure from international groups like Green Peace and Save the Forest have begun to make inroads in developing nations. As vast areas of timber have been lost never to recover due to poor management has lead to an abrupt © 2008 David Strader. As noted earlier the Chinese have now quietly limit export of wood products to 5% of all domestic timber harvested. 3) Timber Supply . The impact is especially noted in Southeast Asia and the Pacific Rim with the shut down of many logging operations in the Philippines. 2) Protectionism . and even in mainland China have changed over to other non timber related manufacturing succumbing to the shortage of #1 grade raw hardwoods. The most notable change has been China. Burma and Thailand. As the North American market has shown a willingness to pay the increased costs related to exotic lumber . Flooring and wood product Manufacturers in Japan. Other sources include South America and Eastern Africa. The primary source of timber for China is now Viet Nam.As the American market continues to trend for more exotic looks US and Canadian manufactures have taken to importing raw timber to meet demand. others are now following suit. Viet Nam and other smaller lumber producing nations. Taiwan. area’s where competition for raw timber has driven the price to all time highs.
87 $22.49 $26. The import of raw timber followed by the manufacturing and distributing finished product has helped maintain the domestic manufacturers’ strength.96 $30.products North American timber buyers have had no reluctance to outbid others for raw timber.70 $55. © 2008 David Strader.75 $94.65 $15. SMG – No reproduction without written authorization 15 Market Statistics S1 $106.36 $64.74 $54.29 $35.93 $25. North American Production efficiencies along with an effective marketing and distribution structure place foreign competitors at a distinct disadvantage in the North American market.66 $59.71 .79 $41.86 $20.
78 $14.61 $1.01 $0.54 $4.$14.27 $6.06 $2.00 $5.80 .24 $4.89 $12.41 $1.63 $6.80 $1.94 $9.55 $10.75 $12.96 $6.38 $13.98 $1.55 $4.22 $3.61 $1.54 $3.69 $5.
15 AZ. 16 KY. 4 MO. 14 WI.17 IL. 5 AR. 76 WV.$0. 4 . 24 CA.20 $0. 12 WA. 10 NC. 14 VA. 7 SC. 29 TN. 12 NJ. 16 FL.59 $0. 8 MI. 2 MN. 23 NY. 6 GA. 27 TX. 7 NH.
1 0 20 40 60 . 3 NE. 1 KS. 2 OK. 5 ID. 6 AL. 1 IA. 1 CO. 3 PA. 2 MS.MT. 1 UT. 1 NM. 2 DE. 5 OH. 3 OR. 4 IN. 4 CT. 8 MA. 1 MD. 2 AK.
681 West Virginia WV 5 94.) Illinois IL 76 106.754 Tennessee TN 16 54. © 2008 David Strader.79 9.74 9. Compare West Virginia to its neighbor Ohio (27th) that has 6 Manufacturers but only 4. To maximize sales and marketing efficiencies a careful plan will need to be developed using multiple avenues to aggressively go after the business. but West Virginia is the second largest producer with only five very large manufacturers (one of which you already control from both lubrication and adhesive products).5 million in sales volume.66 11. As illustrated by the above chart Illinois has the largest number of wood flooring manufacturers and the produces the largest volume of wood flooring.70 10.80 100 120 Sales in Millions Facilities Per State The concentration of facilities does not necessarily correlate with the potential size of the market for adhesives or lubricants.75 18.36 16.447 South Carolina SC 29 55.512 Arkansas AR 14 64.588 . SMG – No reproduction without written authorization 16 Wholesale Flooring Sales and Adhesive Usage By State State Manufacturers Sales Volume* Usage (Gal.315 Virginia VA 7 59.
256 Michigan MI 7 12.336 Georgia GA 27 26.00 1.96 6.749 Washington WA 10 14.196 New Hamp.622 Montana MT 8 6.225 Missouri MO 15 35.93 4.000 New York NY 14 20.55 795 Alabama AL 3 4.54 620 .915 Minnesota MN 4 9.49 5.87 4.78 2.161 Idaho ID 3 6.54 969 Ohio OH 6 4.75 2.38 2.293 Arizona AZ 6 30.24 741 Oregon OR 3 4.63 1.517 Florida FL 12 13.65 3.55 2.713 Texas TX 24 25.86 4.71 2. NH 2 10.29 7.96 1.27 1.69 996 Indiana IN 5 5.218 Massachusetts MA 5 6.050 Pennsylvania PA 4 5.22 739 Nebraska NE 2 3.Kentucky KY 4 41.94 1.614 Wisconsin WI 12 15.89 2.587 North Carolina NC 16 14.528 California CA 23 22.405 New Jersey NJ 8 12.
59 103 Utah UT 1 0.000 A .80 141 Alaska AK 1 0.250. Top 10 Manufacturers COMPANY STATE EE # SALES Credit Rating Columbia Flooring AR 260 $ 52.06 535 Connecticut CT 1 2. Wisconsin and Iowa would not be a path to follow.90 141.41 422 Colorado CO 2 1.Mississippi MS 4 3. SMG – No reproduction without written authorization 17 From purely a logistics and selling efficiency point of view accessing this market from current offices rather than reaching to the west coast or opening new offices to cover Minnesota.20 35 Iowa IA 1 0.01 176 New Mexico NM 2 0.208 * Flooring Sales In Millions of Dollars © 2008 David Strader. Covering your current territory with a more focused approach has the potential to maximize your current production capabilities.260.80 314 Delaware DE 1 1.17 30 TOTALS 387 $806.98 347 Oklahoma OK 2 1.61 281 Maryland MD 1 1.000 A+ Appalachian Custom Dry Kilns WV 250 $ 50.61 281 Kansas KS 1 1.
260.060.000.00 A+ Columbia Flooring WV 200 $ 40.362 (8.000 C+ Carpet One Desert Floors AZ 45 $ 13.000.Somerset Hardwood Flooring KY 200 $ 126.96.36.1994.200. API currently serves two of the top 10 (Appalachian Custom and Duke Lumber).000 B Columbia Flooring WV 200 $ 40.000 A+ Ozark Mountain Hardwood Inc MO 60 $ 12.) Columbia Flooring Group Summary Columbia Flooring AR 260 $ 52.275.580.00 Estimated Adhesive Use (in Units) 102.530 Mo.00 A+ Columbia Flooring VA 120 $ 24.120. However Columbia has not been open to repeated attempts to open a dialogue. It is possible to utilize all of your production capacity with a focus only on the top ten.00 A+ Group Totals 580 $ 116. © 2008 David Strader.00 The top ten manufacturers account for more than 35% of all flooring produced in the United States (Columbia with three locations account for over 14%). Any marketing strategy to focus exclusively in the top ten must take those factors into consideration.000.000 A Top 10 Total Sales $ 292. SMG – No reproduction without written authorization .200.899.000 A+ Keyci Flooring Experts Inc VA 99 $ 19.120.000 A Jim Duke & Assoc TN 200 $ 40.000. Shipping distance creates an inventory and shipping problem for Carpet One in Arizona.000 A+ Columbia Flooring VA 120 $ 24.000.
Each type of manufacturer have common circumstances and unique to their process conditions as related to the use of adhesives in the manufacturing process. Your service levels. Historically your markets have focused on lubrication of wood cutting equipment with sawmills and high end furniture manufacturing as your core constituency. As for those that do not use their own raw timber there are some important factors to keep in mind. However you have already placed your product in all but two of your current customers that manufacture wood flooring. There are three types of flooring manufactures: Log to Floor. product performance and brand strength within this group is very strong. API knows those markets well and continues to experience strong sales in these two market segments. only and Antique Wood Floor manufacturing.Challenges .Opportunities Introducing your new adhesive to current customers is the most straightforward approach to growing sales. Floor Mfg. but once the log has been dried and begins the process of becoming flooring the situation changes. ‘Log to Floor’ Manufacturers .18 Message . Those that are in the ‘Log to Floor’ process have all the same concerns you are familiar with in the raw timber processing market. To successfully access this new market some reconnaissance is important. Wood Floor Manufacturing Priorities and Concerns Discussions with industry experts as well as your customers have uncovered some important factors to keep in mind.
This is one of the fastest growing segments of the market.These producers make up a large segment of the market. Duke (TN) and Somerset (KY)) these are the largest manufacturers and rely on multiple sources for rough sawn. veneer. floor grade lumber to provide the raw material for their operation. This group also produces multiple flooring options that include. Antique and Reclaimed Wood Flooring Manufacturers These are a unique group of producers and are primarily found in the Northeastern US. Traditionally API has not marketed to this group of manufacturers. This group tends to have family ownership that is involved in day to day operations and have strong loyalty to suppliers and are steady producers of wood products. These producers tend to have staff turnover and are very sensitive to © 2008 David Strader. SMG – No reproduction without written authorization 19 consistent delivery and availability of product to meet a variable need. manufacturing facilities and barns. exotic and laminated flooring retailed under multiple brand names with varying quality and production standards. They are the oldest and generally the best candidates for API to market its entire product line. Raw material is not new timber but reclaimed timber from old warehouses. In most cases they use larger amounts of adhesive in that the top layer of wood used in the process is dryer and absorbs more adhesive that higher moisture content lumber. Flooring Only Manufacturers With few exceptions (Appalachian (WV). . solid hardwood.
For easier comparison we have condensed our findings into a Quick Reference Guide found on the next page. © 2008 David Strader.Y On Site Technical Help Y N Y Competitive Pricing Y Y Y EPA & EU Approval Y Y+ Easy Ordering Y Y Y Secondary Products Y N N De-motivators Product Delay Y+ Y+ Y+ Online or 800 number support N Y Y Automated Re-Ordering Systems Y Y Y Inconsistent Product Y Y Y . SMG – No reproduction without written authorization 20 Quick Reference Guide Legend: Marketing Quick Reference Guide Log to Floor Flooring Only Antique Motivators Delivery Guarantee Y Y Y Overnight Shipping Available .
In about half the industry it will be .Spoilage Y Y Y Inconvenient Packaging Y . There is little advertising or marketing done with API’s product types so there is little pattern for how others “go to market” with this manufacturing group. Very few short term producers survived the turmoil of the 70’s and 80’s. Today 87% of the market is classified as engineered flooring utilizing multiple layers of wood bonded together to create a durable and stable flooring product.Y API Advantages Delivery Guarantee Y Y Y Overnight Shipping Y Y Y On Site Technical Help Y Y Y Fresh Product Y Y Y “Y+” = Deal Maker/Killer “Y”= Important Factor “-“= Neutral “N” Unimportant © 2008 David Strader. Adhesives are very important to the production of engineered flooring. SMG – No reproduction without written authorization 21 Market Segment Challenges The market is small without the potential for unlimited sales. Adhesives that do not perform well or that are not approved by the EPA are not well received by those taking a long term view of their market. Adhesives and other manufacturing chemicals are primarily provided by 3M. API’s primary challenge is to create opportunities to tell their message to the key decision makers in the market.
the owner/operator. © 2008 David Strader. and the manufacturers are comfortable with the product. Based on discussions with manufacturers there is openness to new options but any approach will be met with some skepticism. The product works well. Even with the strong dissatisfaction with 3M the brand loyalty and image maintains a strong hold. and Quality Control. SMG – No reproduction without written authorization 22 Competitor Quick Reference Guide API 3M CPI Motivators Delivery Guarantee Y N N Overnight Shipping Available Y Y On Site Technical Help Y N N Competitive Pricing Y N Y EPA & EU Approval Y Y Easy Ordering Y Y Secondary Products Y Y N De-motivators Product Delay N Y Online or 800 number support Y Y Y . Production Manager. No competitor now has a strong hold of the market. 3M is ignoring the market and CPI is for all practical purposes in the market by default. it is currently EPA approved. As you attempt to access larger manufacturers you will have more than one decision maker to win over: Engineer.
397 Sales Margin3 109. The highly proprietary nature of the production system of this new adhesive makes third party manufacturing unacceptable.654 Sales Volume $ 436.152 2. Reward Analysis Current Capabilities vs. (See 3M competitive summary for an example) Current Customer Production Annual Monthly Deliveries (Units) 19.853 1. SMG – No reproduction without written authorization 23 Market Risk vs.Automated Re-Ordering Systems N Y Y Inconsistent Product N N Y Spoilage Y Y Inconvenient Packaging Y N Y “Y”= Yes |”N”= No | “-“= Unknown Specific Analysis and Recommendations for this Segment Not Available for Public Review © 2008 David Strader.099 Remaining Available Capacity Units 28. Market Potential Concerns over production capacity and meeting future demand are well founded.346 .192 9. Forecasting the timing required to add production capacity to meet demand is important to minimizing market risk due to unmet demand for product after the initial sale.766 $ 36.
901 Maximum Current Production Capacity (80% Utilization) Units 48.000 4. Your current market share is 16%. .000 Potential Sales Margin3 $ 264.812 $ 12.Risk vs.Based on the current market you will maximize production capabilities with a 40% market share.000 Potential Revenue $ 1.1603 Potential Sales Margin3 $ 154.000 $ 22. Reward Analysis . SMG – No reproduction without written authorization 24 . OBSERVATION: Based on the locations of your current sales offices you can meet the 40% share by focusing on expanding sales with other customers and developing new clients within the reach of your current sales offices.Company Capabilities Review & Analysis. We believe you can safely double sales before adding additional production capacity.000 $ 88.056.Potential Revenue $ 619.Specific Operating and Marketing Recommendations . 3 Based on current sales margin target of 25% of sales © 2008 David Strader.000 Analysis .236 $ 5.
HMA is a non-profit national trade association of more than 150 U. SMG – No reproduction without written authorization 25 Leading Trade Associations for Wood Floor Mfg A world wide membership of more than 3500 and is a leading voice for Wood Floor manufacturers. the Hardwood Council is a coalition of 11 hardwood lumber and product associations. architects. The . hardwood lumber producers and processors in 34 states. Hardwood Council.Preliminary Implementation Plan – CONFIDENTIAL – NOT AVAILABLE FOR PUBLIC REVIEW © 2008 David Strader. installation contractors.S. The Council provides technical information on North American hardwood applications for builders. Hardwood Manufacturers Association .. . interior designers and remodelers. Maple Flooring Manufacturers Association . distributors and allied product manufacturers who subscribe to the high standards for which the association stands.Founded in 1993.Since 1897 the Maple Flooring Manufacturers Association has established itself as the authoritative source of technical and general information on maple sports flooring and has attracted a membership of manufacturing mills.
regional policies.C. which mainly includes industrial policies. National Oak Flooring Manufacturers Association .700 member firms who produce. sell and use hardwood lumber. SMG – No reproduction without written authorization 26 © 2008 David Strader. on Chinese-Foreign Equity Joint Ventures and its implementation regulations. on Foreign-invested enterprises.R. * The law of P. and constituted a foreign investment policy system. * The law of P.R.C. China’s Foreign Investment Policy Movements and Their Impacts In order to create a favorable investment environment and to encourage overseas firms to invest in China. SMG – No reproduction without written authorization 27 Top 10 Manufactures Analysis and Sales Lead Catalog follows this page.C. * The law of P. the income tax and its implementation regulations.R. World Floor Covering Association .R.National Hardwood Lumber Association . © 2008 David Strader.Since 1909 the principal function of NOFMA has been to formulate and administer industry standards on hardwood flooring.NHLA is a non-profit trade association made up of more than 1. . marketing research and education.C. tax policies and financial polices. on Chinese-Foreign Contractual Joint Ventures and its implementation regulations.The World Floor Covering Association is a recognized industry leader in legislative advocacy. on Wholly Foreign-Owned Enterprise and its implementation regulations. As for the legal framework. the main laws and regulations for foreign investments in China include: Major Foreign Investment Laws and Regulations * The law of P. since the year of 1979 the Chinese government has gradually set up a relatively complete legal system.
* Provisional Regulations of the People's Republic of China on Business Tax. * The law of P.* Provisions on Guiding Foreign Investment Direction. * Bilateral Agreement on the Avoidance of Double Taxation. as well as risks. * Provisional Regulations of the People's Republic of China on value-added Tax. An equity joint venture shall be invested and operated jointly by both foreign and Chinese investors.C on the Protection Taiwan Compatriots' Investment. who shall share the profits and losses.R. Catalogue of Advantageous Sectors for Foreign Investment in Central and Western Regions. International Treaties * Bilateral Investment Treaties. * The Arbitration Law of the People's Republic of China. Forms of Foreign Investment Chinese-Foreign Equity Joint Ventures. Chinese-Foreign Equity Joint Ventures are Limited Liability Company. and possess the status of Chinese legal person. Foreign Invested Holding Company. They are enterprises jointly established within Chinese territory by foreign companies' enterprises. Macao and Taiwan in China mainland. 1.) General Laws and Regulations * The Company Law of the People's Republic of China. China-Foreign Contractual Joint Ventures. BOT. Chinese-Foreign Equity Joint Ventures Chinese-Foreign Equity Joint Ventures are also called as Share Company with Foreign Investment. etc. Other investment forms include Share Company with Foreign Investment. Industrial Catalogue for Foreign Investment. the proportion of the investment contributed by the . * The Insurance Law of the People's Republic of China. * The Contract Law of the People's Republic of China. enterprises or other economic entities on the other side. in proportion to their respective shares in the registered capital. In such an enterprise. Joint Exploitation. other economic entities or individuals on one side and Chinese companies. (Note: the related laws and regulations also apply to the investments from Hong Kong. Wholly Foreign-Owned Enterprise is the three main forms of Foreign Direct Investment in China for absorbing foreign capital. * The Labor Law of the People's Republic of China. * Provisional Regulations of the People's Republic of China on Consumption Tax.
other economic entities or individuals and Chinese companies. HOMEGROWN SUPPLIERS STILL DOMINATE THE CHINESE SECURITY MARKET BUT ARE THINGS ABOUT TO CHANGE? The Physical Security Industry has undergone significant structural changes in the last 3 years and this accelerated in 2012 driven by the need to combat the worst trading conditions for decades. Our report “The Physical Security Business in 2012” .foreign party shall in general not be less than 25% of the total. workshop. In this article we take a look at both the demand and supply side of the physical security industry and how it is shaping up in China and why we are about to see much more two way trading between the West and China. The profits and other legal interests that foreign investors have shared can be remit out or reinvest in China. while the Chinese party provides land. and in some cases a certain amount of capital as well.com/physical-security-2012 forecasts growth of 4% across the globe in product sales in 2013 but that will depend on much higher levels of growth in Asia and particularly China.4 per capita showing that the potential for future growth is enormous and would have to . When establishing China-Foreign Contractual Joint Ventures. enterprises. Chinese-Foreign Contractual Joint Ventures may posses the status of conventional person or not. Chinese-Foreign Contractual Joint Ventures Chinese-Foreign Contractual Joint Ventures are enterprises Jointly established within Chinese territories by foreign companies. incomes distribution. responsibilities for risks and debts. The structure of the business has morphed not just to compensate or accommodate but also to meet and beat the challenge and deliver growth. and sales per capita was $2.120. One of the reasons for this is that the penetration of security systems in China is still remarkably low. according to their cooperative conditions. special technique. obligations.http://memoori. the foreign party usually provides all or major part of capital. certain usable machines and facilities. factory buildings. rights. the company management and negotiations on the property transaction at the expiration. enterprises or other economic entities. The GDP per capita in 2012 is projected at $6. industrial property right. the highest growth recorded in our industry and there is no indication that growth will fall off in the near future. 2. machinery. The both parties to a contractual joint venture should prescribe in the contract their respective conditions. and field utilization right. The partner could offer cash or other kinds of things instead such as building. China – The Fastest Growing and soon to be the Largest Market in the World Despite a fall in GDP growth in the last few years demand for physical security in China has forged ahead delivering a CAGR of some 25 to 30% over the last 5 years.
cn/pages/stockhome/002415. So Hikvision (ranked by IMS Research as the world’s largest supplier of DVR and video surveillance equipment) could also soon become one of the world’s largest suppliers of security systems. Hikvision sales in 2012 were somewhere around $1. Although moving from analogue to IP requires more skill. So our take on the Pelco / Hikvision rumor is that it is nothing to do with M&A at this time but using Pelco’s IP technology for the Chinese market pushed through Hikvision channels of distribution and Hikvision products into the US market through Pelco’s channels of distribution. China is developing a strong indigenous manufacturing supply industry and in particular two companies Hikvision and Dahua are growing fast increasing their share of the local market. it could be around US$1. of access control. but it does beg the question of why Axis with its technological leadership has not yet made a bigger impact on the world’s fastest growing market. it will happen.611. guarding services and specialist vertical market systems integration companies.2 billion.html) and about 2 billion shares available (2. Technology and Getting the Marketing Message Across is Imperative There is little point in comparing Hikvision ‘s success with that of Axis Communications the No1 supplier of IP surveillance networking cameras. Hikvision’s latest Q1~Q3 report showed total assets around US$2b. but judging from the 2011 report and the growth rate of 40%. At per share value of about RMB$32 (http://stockhq. The majority of growth has come from domestic acquisitions. Price is no longer king in western markets but cost of ownership made up of many factors is. They have also been taking product business away from Taiwanese and Korean manufacturers in western markets. Local manufactures rather late in the race are now moving ahead with this technology but are way behind the western early adopters.2 billion. Does this now leave the door wide open for Axis communications and other specialist manufacturers of IP products? Some 15 years ago fire detection systems in China moved almost overnight to analogue addressable systems that cost double the price and no local manufactures could supply them.ccstock. One of the reasons could be that analogue systems are still flavor of the month in China and as such it is difficult to make the breakthrough with IP systems because the distribution channels are still immature. and this will also apply in China as IP takes hold and offers many different and improved solutions. . Imported products flooded in and the local system installers quickly learn how to install them. and in China it will come quickly. a growth of 40% over 2011 and of this export product sales of DVR/ camera equipment was around 35%. We don’t have any recent info on the cash flow.grow 6 times to equal the current penetration level in North America. because their business models are quite different.611 at the end of Sept 2012) giving it a valuation of US$10 billion.008. So why is it that US and European manufacturers are not making a better job of exploiting the Chinese market? Conversely why is it that Chinese manufacturers are having difficulty in establishing a solid presence in the developed markets of the world with the exception of delivering through OEM (Own Equipment Manufacturers) channels. They are developing a similar model to Honeywell and Schneider of developing a systems and product business separately.
money and energy being spent and here is an opportunity for them to do it in a joint market that our report predicts will account for 60% of the world’s market by 2017. despite a lot of time. http://www. We think others will follow.com/homegrown-suppliers-still-dominate-the-chinese-security-marketbut-are-things-about-to-change/ Chinese Security market enjoys buoyant growth between 2006-2008 June 2009 .Neither has established themselves in each other’s backyard.memoori. Whilst China is about to become the largest market in the world and although it is dominated by indigenous manufacturers it does not have one company that strides the international stage comfortably with products at the leading edge. Hikvision come closest and its alliance with Schneider which was announced in July 2012 is one part of its strategy to change this. If the alliance works they can then join together to become the No 1 Video Surveillance manufacturer / system supplier in the world if it suits both parties.
followed by Access Controls market with 15 per cent and the Intruder Alarms market holding 14 per cent. public and industrial sectors are the main sections in the Beijing region whereas the Guangdong region is more geared towards the commercial sector. feeling the impact of the economic crisis.213 million. of which the total product market was worth RMB 14. A strong move towards comprehensive networked systems that require more sophisticated supervisory controls has been noted. This is because China's extremely dense and increasing population has resulted in the increase of crime during the past decade. Despite very favourable trading conditions. During 2009-2010 the growth of the Chinese market is expected to slowdown. the value of the CCTV/Video Surveillance market. especially where access control and CCTV are integrated. Combating crime is one of the main drivers of the demand of IBC(s) and the authorities have been introducing a range of measures. particularly on foreign financed projects. was estimated at RMB 10. The Shanghai region has witnessed significant growth during the past few years and now takes 22 per cent of the total Chinese market. at hardware ex-factory prices. most notably the "Safe Cities" scheme.Figure 1: Geographic distribution of IBC(s) in China 2008The Chinese IBC(s) systems market experienced buoyant growth between 2006-2008. the market for Security Systems was valued at RMB 21. accounting for 29 per cent of the total business. Double-digit growth was recorded in the Chinese economy over the last few years and the impressive growth in the new construction sector has contributed greatly to the development of the security market. The Surveillance market has out-performed the Access Controls and Intruder Alarms market in terms of both value and growth. The Beijing region accounts for the largest market share. Demand for Security Management systems has been steady. Excellent growth was reported in IBC(s) systems during the period of 20062008. therefore increasing the value added systems business. However. accounting for 72 per cent of the IBC(s) market. Government. imported IBC(s) products struggle to compete on price with local manufactured products at the medium to low end of the market. but it is expected to return to its fast paced growth from 2011. Shaanxi and Chongqing area) . Overall.8 billion in 2008. CCTV/Video Surveillance was the largest segment. In 2008.4 billion. Currently the West region (Sichuan. imported products are being used on more sophisticated and high quality projects.
sales were falling. The market was dismal. 2013 Print Share RSS Font: The state of the Chinese motorcycle industry in 2012 was described dramatically by the Chinese government as 'walking on thin ice. but it is likely to experience further growth in five years time. motorcycle sales in some areas of China experienced declines of up to 50% year on year. International Editor ChinaMotor Magazine Friday. Analysis of 2012 Chinese Motorcycle Industry By David McMullan. February 22. and motorcycle output and sales were slumping.takes nine per cent of the total market. setting an historic low. . and in great difficulty'.
94% and 11.6607 million units. The output and sales of motor-tricycles were 1. only six companies experienced sales increases year-on-year. unitary marketing methods and the slow reform and transformation of the industry all added to the misery of the industry in 2012.86% year-on-year respectively. Chinese motorcycle enterprises faced varied difficulties in 2012. Other problems still compound the progress of the industry. The Chinese motorcycle industry had enjoyed rapid development since China's ‘reform and opening up’ in the 1980s but that development began to slow down after a recession hit 2008 and the slump became ever more obvious after the implementation of National III emission standards in China in 2011. problems like the banning or limiting the use of motorcycles in Chinese cities' has seriously affected motorcycle sales in urban Chinese areas. Meanwhile. The other 14 companies suffered various drops (of up to 30%).96% and 0.99% and 12. CAAM statistics show that of the top 20 motorcycle manufacturers (as of October 2012).94% year-on-year.9165 million units. down 0. notably Qjiang changing to a high-end product strategy.43% from 2011.According to CAAM statistics. The dismal general economic climate has also greatly affected import/export market purchasing power and caused a significant motorcycle sales decline.5772 million units. the all too homogeneous products.5872 million units and 17. This greatly hindered the development of numerous motorcycle enterprises. and many were forced to reduce expenditure in activities.505 million units and 19.9178 million units and 1. and competition on the domestic market grew fiercer as sales networks were shifted from urban to rural areas. Some leading Chinese independent motorcycle manufacturers were still trying to find ways to fight back. Some motorcycle manufacturers were even forced into liquidation putting the stability of the Chinese motorcycle industry in unprecedented difficulty. down 12. these being only slight increases. and marketing. Lifan's e-commerce business and Jianshe's MOTOMAN concept and series of products. . product R & D. Top Tier Companies Not Exempt from Crisis Established Chinese motorcycle enterprises are beginning to struggle to survive. The output and sales of two-wheeled motorcycles were 17. the output and sales of the Chinese motorcycle industry (including export) between January and October were 19. down 11. factors such as soaring raw material prices and rising labor and operation costs further affect the profits of motorcycle enterprises. Those who suffered the biggest decline were mostly first-tier companies.
The Ban & Limitation on the Use of Motorcycles The banning and limiting the use of motorcycles in Chinese cities is an old topic. As purchasing power in rural areas is generally weaker. There was no sign of a lift of the ban in 2012. on the contrary the Chinese government expanded the ban to more cities and urban centers. In many cities motorcycle retail is becoming rare. thus hindering progressive research and development having a negative knock-on effect for the export industry. Further complicating the problem is the fact that more and more rural areas are urbanizing and therefore falling under the jurisdiction of urban governments causing bigger areas and more consumers to be hit by the motorcycle ban. manufacturers have paid less attention to quality and more to reducing prices in an effort to maximize profits. . This decrease of motorcycle retail trade greatly reduces distributors' benefits and many secondary level distributors have found it hard to survive and many have moved over to the growing auto or EV industries. It is also the key factor impeding the development of the Chinese motorcycle industry.
Inspection and Quarantine of China and the Standardization Administration of China modified the national standards (Motor Vehicle Safety Technical Requirements GB72582004) and put them in to effect on September 1st. Wuyang-Honda put their own ‘1 million units' plan forward at their annual summit early in 2012 to c elebrate the 20th anniversary of its establishment. Sundiro-Honda. The General Administration of Quality Supervision.The Impact of Electric Vehicles and Ordinary Family Cars Significant Multi-industry competition (auto. up 11. Jianshe-Yamaha held a grand 'ice-breaking' ceremony at their national distributor meeting in June. not willing to be left behind. set their target to reach sales of 1 million units per annum within three years. up 9.000 units. and set a similar target. China's four major joint-venture motorcycle manufacturers. In urban centers where motorcycle riding is still permitted many consumers who had originally intended to buy conventional motorcycles have chosen to buy electric vehicles that are light. environmentally friendly and more economical. Jianshe-Yamaha. all made high profile announcements stating that they had set their sales targets at 1 million units per year within three years. The other two joint-venture motorcycle manufacturers. Wuyang-Honda. This revision has further improved the quality of Chinese EV and posed a further challenge to the conventional industry. Jinan-Suzuki. the total sales of Sundiro-Honda were 770. Meanwhile. According to the latest statistics. the total sales of Wuyang-Honda between January and October 2012 were 800.05% year-on-year. and were the first to positively act against the market downturn. Joint-Venture Motorcycle Manufacturers and Tricycle Manufacturers the Exception In early 2012 when the sales of most of the Chinese motorcycle manufacturers were plummeting. JinanSuzuki and Jianshe-Yamaha sales were the equal of 2011. EV and motorcycle competition) became increasingly apparent in 2012. many Chinese electric vehicle manufacturers further strengthened their urban and rural sales networks and developed new markets posing a significant threat to the profits of the Chinese motorcycle industry. . The infamous 'battery crisis' which troubled the electric vehicle industry was solved by early 2012 boosting its development.48% year-on-year.000 units.
and increase of 0.95% from the same period last year.000. Their practicality is greatly favored by Chinese farmers and private small business owners in towns.700 units. It will take 20 to 25 years for Chinese motorcycle manufacturers to meet projected market demands. Dayun.58% (again. a decline of 0. There are Currently Around 900 Million Farmers Living and Working in China. More and more major motorcycle enterprises begin to pay attention to motor-tricycles and manufacturers including Lifan.000.-May.000. Sales of motorcycle domestically was 2. A decline of 13. a decline of 9. Government forecasts project a demand for about 75 million motor-tricycles on the provision that 1 in 3 farming families will eventually purchase.39%.49% (again.000 worth of motorcycles from Jan. and Wanhoo have increased financial input in to motor-tricycle production in 2012 to augment their product lineup and improve existing technologies. Profits were RMB12. . I assume). did not say comparing to what period). Other than a decline of sales. Summit.000.600 units and the rest were three wheeled motorcycles. Of the 104 Chinese Motorcycle manufacturers. Sales was RMB505. Dayang. Yinxiang. a decline of 1. 2011.The collective launch of the strategies of joint-venture motorcycle manufacturers will inevitably arouse a new round of market competition which may change the pattern of the Chinese motorcycle market and encourage growth. an increase of 10. The potential of the motortricycle market is growing thanks to the implementation of government subsidies and the steady income increase of Chinese farmers. a decrease of 32.86% (did not say comparing to what period).959.114. According to the reporter. 2011. Zongshen.140.167. 2011. 2011: in the Chinese Automobile Industries Manufacturing Committee's monthly meeting report.58%).320.25% from May.600 units of two wheeled motorcycles. the numbers for domestic motorcycle sales is in steady decline while exports of motorcycles has created to an all time high for June.800 units in June. The current annual motor-tricycle output capacity is 4 million units so it is very likely that we will see more of the major motorcycle factories taking advantage of this growing market. they produced RMB500.720. Sales of three wheeled motorcycles were 1.280. Sales of two wheeled motorcycles were 2. (Original in Chinese) July 8. did not say comparing to what period or my Chinese is not good enough to understand-同比下降32. there were numbers from Motorcycle Manufacturing Industry as well. Motor-tricycles are used as both transport and production tools in China as they designed to be used as passenger and freight transports. The output and domestic sales of motor-tricycles has enjoyed a steady increase in 2012.000. its status and market have been gradually improving. all the major indecators were in decline as well. First half of 2011 sees a sales of 11.98%( comparing to last half of 2010. Along with the fast development of the motor-tricycle industry.
Am I reading this right.16% and 0.900 and 2.811.chinamotorcycle. In May. down 6. all models in the three varieties of motorcycles.29% and 11. down 9. growth of 7.22% and 4.300 and 325. an increase of 10. approximately the same output with the previous month. slightly year on year sales growth. 1-5 months.600 and 9.40% and 12.39%.64% of total sales . sales slight increase. approximately the same output with the previous month. sales of general cargo tricycles and 118 500 123 700. of which: two motorcycle sales 2.500.921.php?3641-The-Chinese-Motorcycle-ManufacturingIndustry http://www. sales declined slightly.86%. down 2.500 units in June.80% and 7. the motorcycle manufacturers were all increasing their export business.mychinamoto.600 and 501.07%. The last all time high was in August. industry-wide sales of more than 10 million motorcycles. 2008.800. representing total sales are tricycle 59. The Western World use 1K as base unit while the Chinese uses 10K.100. http://www.292. May the whole situation. complete the motorcycle industry-wide sales 2.67%. they only sold a few when it was C2. threewheeled motorcycle absolute share month of sales 208.900. the motorcycle models in two varieties.310.83% and 12. the "bike free guys" in China are winning while the reset of the world is moving from cars to motorcycles? I know that some bike manufacturings are not investing to get a C3 certfication for their dirt bikes.89%.768.600 motorcycles and 948. a decline of 3. ordinary passenger tricycle sales 84700 and 83200. up showing some decline.400. an increase of 8. sales declined slightly. It is not worth their while. an down 11.99% and 0. are accounted for 40. we all need to go out and buy new bikes to support the bike manufacturing industry and domistic sales.28% and 0. I am pretty bad with the big numbers. sales of 1.57%.400 and 201. down 19. cross bike still had a high proportion of scooter production and marketing chain showed some growth.700.500. the industry completed motorcycle sales exceeded 10 million.100. 2011.56% and 9.500.com/ May 2011 sales Motorcycle Industry Overview Source: China Association of Automobile Manufacturers May.20%.089. an increase of 26. sales were up by 2.77%. Therefore. three sales of 956.262.400 and 2. the motorcycle industry sales continue to run low. scooter sales 322. I may be off by a factor of 10.19%.65% and 19.300 and 10. Details of three-wheeled motorcycle May. with an all time high of 995.15% and 8. I order a new Shineray250 with C3 certification. Cub sales 504.900. This is a bad trend. In May. January to May. down 22.77%. production and sales chain and are down year on year. I did go through these numbers more than twice. Tricycle sales performance was better than two-wheeled vehicle. I've done my part.39% and 9. three sales of 209. There were 4.34% and 58.800 units exported during the first 6 months of 2011.78%. down 17. down 18.274 million across the bike and 1.Under the soft domestic market for motorcycles. a slight decrease production chain.com/forums/showthread.777. It should be here in two weeks or so.46% .400 motorcycles and 202. of which: two motorcycle sales 9.76%.63%. sales were down 11.57%.300.79%. to 10.61% year on year and 15. I donot deal with them too much. Details of two May motorcycle.829.
northern enterprises. the Chinese motorcycle industry characterizes not a high concentration degree. In 2011. in the first position merely held an 8. the 10 companies total sales of 1. Yamaha and Kawasaki constitute dominant competitors.800 ordinary passenger tricycle and 388.89%.800 and 245. Summary As the largest motorcycle producer and consumer in the world. Chinese motorcycle enterprises are facing the pressure of product structure adjustment. north of Enterprise. Japanese brands such as Honda. Chinese motorcycle enterprises have made more efforts to expand export market. accounting for freight tricycle 70. Compared with the previous month.000. 8. an increase of 37. the other seven companies decreased to varying degrees. 116.23%.29%.44%.79%. Lifan. As the Chinese motorcycle production technology is mainly introduced from Japan.100. 88300.98% share. sales were 189.70% and 13. Latin America. in addition to sales growth in three companies. Against the background of sluggish domestic demand. general cargo tricycle sales 562.100. to analyze the industrial pattern. accounting for total sales of passenger tricycle 63. still accompanied by fierce market competition. under the circumstances of the enforcement of National III emission standards as well as the rising market demand for motor vehicles.39 million with a proportion of 42. in which the Yangtze River. competitive structure and major enterprises of China motorcycle industry.900.2119 million. 155.87% of total motorcycle sales. Motorcycle Enterprise (Group) of May. Brazil and other countries.800 and 392.tricycle and 41.300 and 556.000. which 100ml <displacement = 150m1 sales 246. Due to lack of core technologies for engine. major markets. In terms of the industrial pattern. 175. on the other hand. In 2011. Zongshen.300. On the one hand. In May. which 100ml <displacement = 150ml sales 394. second. accounting for 52. involving export volume of 11. an increase of 15. compared with last year is still three up 7 down. as domestic demand growth for motorcycles glides. Sales of 390. construction shares.900.35% of the industry’s sales volume. 133. Suzuki. Qianjiang and new continents Honda. in the next few years.29 percentage points higher over the previous year. domestic motorcycle manufacturers enjoy no technical advantage in the competition of the export market at all. 115. 78900 and 75900. while Jiangmen Dac hangjiang Group Co. silver Xiang. Ltd.15% and 63. competitive landscape and leading players of global motorcycle industry. China has recently entered an adjustment phase of retracement after more than a decade of rapid growth..300. as well as to predict the development tendency of the . Indonesia. Construction Company and Qianjiang four business sales declined more significantly. China’s motorcycle export market is primarily concentrated in Asia.500.. China’s motorcycle sales volume reached 26.22% of total sales and 70. 2012 is mainly divided into two parts. Global and China Motorcycle Industry Report. In the motorcycle market of these regions. Currently. January to May. etc. Loncin.700. Guangzhou Grand Canal.93 million. competition in domestic motorcycle industry is more reflected in the price competition. top ten Chinese producers accounted for a total of 53. First. electric vehicles and other substitutes. chiefly dependent on the price competition. which is obviously shown in the motorcycle markets of Vietnam. Chinese motorcycle industry will face a reshuffle and industrial integration is expected to speed up. to analyze the production and marketing scale. sales of the top ten motorcycle Enterprise (Group) for the Grand River. a decline of more than 20%. 83000.13%. leading to a low level of average profit margin at the moment.70% and 38.
when it comes to China and motorcycles.. is the largest motorcycle exporter in China. In reality. Shaun Lennard reports CIMAMotor Chinese business leaders riding MV Agustas in Beijing. . You don't need to have travelled to cities like Bangkok.27% of the company’s sales volume. When I was invited to attend the 11th China International Motorcycle Trade Exhibition .. Made in China: The Chinese motorcycle industry is bigger and growing faster than most people realise. meanwhile. While the words 'Chinese motorcycle industry' spark preconceived views for many in Australia.. there's still a long way to go. Committed to the diversified development.. Ltd. Changzhou Ha ojue Suzuki Motorcycle Co.26% of the company’s sales volume in 2011. Ho Chi Minh City or Manila to know the importance of motorcycles in Southeast Asia. In 2011. is oriented by home sales.I jumped at the chance. Loncin Industries Ltd. China’s largest motorcycle manufacturer. the company will further strengthen the production capacity of three-wheel motorcycle. And I was. the motorcycle export volume only occupied 18. Motorcycle production line projects under construction in 2012 primarily include electric motorcycles and electric four-wheel all-terrain motorcycles.motorcycle market over the next few years. but I suspect that the views of most people in Australia about Chinese motorcycles are far removed from the reality. the company has enriched motorcycle product line in addition to the extension to upstream motorcycle engine product field. Its motorcycle production technology is introduced from Japan-based Suzuki. and the parent company Haojue possesses China’s largest motorcycle joint venture with Suzuki. the paradigm has shifted in the past couple of years while the rest of us weren't really looking. namely.known as CIMAMotor . I headed beyond the 'no-visa-required' boundary of Hong Kong expecting to be surprised. Ltd. with motorcycle export volume accounting for 57. But the opportunity to visit the city that produces more motorcycles than anywhere else in the world was one I wasn't going to miss. Jiangmen Dachangjiang Group Co. while Italians commute on Chinese scooters in Rome? Yes.
000 staff. There were also many component producers at the exhibition.of which half are destined for export. It's a city as old as London .000 new machines a day. the Benelli name is attached to a range of smaller. think again. Current annual motorcycle production in China is around 25 million units . The first thing that became obvious was that this wasn't going to be an exhibition made up entirely of 150cc machines I had never heard of. who lecture on reducing the number of motorcycles on the roads of Southeast Asia and many other corners of the world! We've all heard the stories of Chinese 'copies' of Japanese bikes. For the Japanese. So that 25 million is over 68. join them'. So as well as the Italian -produced machines. the world is a changing place. talks in terms of "world-class brands. The executives from H-D China spoke of their vision of selling "the American dream of freedom on a highway on a Harley-Davidson". with 600cc touring and sportsbikes now starting to feature. And the crowd was not disappointed. including very highly regarded brands. For the Chinese companies. Most riders in Australia might only know Continental as a tyre company. this is no surprise.are you ready . These relationships have led many Chinese manufacturers to now look beyond the traditional 150cc engine. day out.Intelligent Transport Systems. and was presented with a comprehensive array of background information. That's okay. I hadn't heard of it a year ago either… I arrived in Chongqing the evening prior to the show's opening. but CIMA2012 was Kodlin's launch into the Asian market. . The tie-ups aren't restricted to Japanese manufacturers. this brings access to Japanese technology and quality. Established in 1992. European design. QJ. One of the most interesting 'links' is with Benelli. machines such as Honda's CBR1000RR Fireblade and the Kawasaki ZX-10R were prominently displayed. In what might be a multi-million-dollar (yuan?) example of 'If you can't beat them.000km of four-lane highway each year. whether that qualifies for full membership of the Italian Motorcycle Club of Tasmania? The tag of most unusual machines at the show would have to go to the German-produced Kodlin 'Murdercycles'. Piaggio has partnered with Zongshen. The show catalogue was almost 200 pages thick . Day in.000 people worldwide.packed with information on each of the exhibitors. but Continental employs . Suzuki Haojue now exports to 70 countries and has 12. If you still believe that ABS on motorcycles is a government-inspired dream. it brings access to a significant emerging market. Yes. Fred Kodlin has been building unique custom bikes for over 30 years. Electric bikes weren't a major feature of the show. as it is known. Suzuki's connection with Haojue is one such example. with Vespas and Moto Guzzis amongst the fully imported models on display. but it's certainly something you'd expect to see more of in future years. The show-stopper for Honda was the RC-E ('E' for electric) prototype race bike that had debuted at the 2011 Tokyo Motor Show. Harley-Davidson is a newcomer to the Chinese market and total sales to date are no more than a few hundred. These companies are among those working at the forefront of developing ITS . locally produced machines. When you hear that they are completing 10. with some awe-inspiring creations on display. Japanese quality… at Chinese cost".it's direct ownership. But there are already 12 dealerships and six HOG chapters. located where the Jialing River runs into the Yangtze. The Chinese see a huge potential for growth in recreational motorcycling. A new store opened in Chongqing the week of the exhibition.169.it's been a commercial hub on a major river for well over 2000 years. I've always found large 'annual' figures even more impressive when you convert them to daily. Except this isn't a link . So in a sea of commuter motorcycles.Chongqing is around 1700km west of Shanghai. Total population today pushing 28 million. This included top-end European component manufacturers such as Continental and Italian giant Magneti Marelli. A similar machine had been raced by John McGuinness at the last Isle of Man TT. each of the four major Japanese manufacturers now has direct linkages with Chinese manufacturers. I wonder if I imported one of these. Benelli has been owned by Chinese company Zhejiang Qianjiang since 2005. Certainly makes you wonder about the wisdom of some in the road safety arena from places like Australia.
Perhaps the greatest irony in painting China as the emerging motorcycle capital of the world is the widely reported ban of bikes from the centre of most of China's major cities.uniformed workers. including the guides at the Lifan factory and also to my translator. The double rear wheel with centre-driven chain is the most unusual aspect of a most unusual machine. is seeing talks at many levels of government to change the city rules. Lifan ran a national competition in 2011 . but a key part of increased interest in commuter motorcycling will see a significant increase in Chinese road bikes in Australia.Kodlin's 'JFK' was awarded Custom Bike of the Year in 2007 and after seeing this machine in the metal. And the writing of the Presidential Oath of Office in the paintwork was something else again. though. The background to this would fill another story. It wanted to find who was the best . with almost 16.customer. And this won't necessarily be as competitors for the Japanese and European scooters . for all their assistance. I remember hearing the estimate of worldwide motorcycle ownership being between 200 and 300 million. Clean . In China alone. Riders entered the competition with a string of amazing rides on Lifan motorcycles to every far-flung corner of China. Thailand and Turkey. Lifan was founded just 20 years ago as a small automotive workshop. with most owned in country and rural districts. in the nearby countryside. when I read future reports about Chinese police riding Harley-Davidsons I'll know that the Great Wall is really no more than an iconic structure in the country's north. The virtual elimination of two-stroke engines. So my assessment. One of my colleagues remarked that this factory was barely a couple of years behind what you see in Japan. As for China. Melbourne is never going to be Ho Chi Minh City. My trip also included a tour of the Lifan factory.MV Agusta. Lifan also has motorcycle factories in Vietnam.immaculate.html .au/news-reviews/2013/4/bike-news-chinese-motorcycle-industrygrowth/ http://beforeitsnews.com. I was informed that one of Lifan's main car models has just passed the Australian Design Rule testing. I hope to see motorcycling become more and more popular in Australia.a bit like Survivor. computers everywhere and very accessible to visitors.trademotorcycles. combined with environmental pressures including congestion that has to be seen to be believed. In addition to its headquarters near Chongqing.com/business/2013/03/motorcycle-industry-in-china-forecasts-for-20162493286. Today. and what does all of this mean for Australia? Along with many people. The Saturday morning tour of the factory was impressive. Finally. and that we truly have a global motorcycle industry. but the most important thing to note is that this is under review. Lifan has a partnership with a company that will surprise many . that's no surprise. the company is one of the largest producers of cars and motorcycles in China.000 employees. its own estimate is 200 million motorcycles. When I spoke at the 1st International Motorcyclists Forum in Europe two years ago. actually . university student Jing. http://www.more a broadening and an increasing in size of the market.or they called "sharpest" . This is another example of a Chinese manufacturer working with a European manufacturer with a strong reputation for quality in design and build. thanks to my hosts in Chongqing. so motorcycles could follow.
These claimed to offer the consumers a healthy alternative. that Slim Choice adopt a fresh and healthy image. Over the next two years. The research draws attention to the fact that in 1998. These factors appear to be the major causes of the decreased sales volume of Choice Chocolate.Executive Summary This report was This report was commissioned to examine why the sales volume of Choice Chocolate has dropped over the past two years since its peak in 1998 and to recommend ways of increasing the volume. The report evaluates this range and concludes that it would be an ideal candidate to meet the challenge presented by the market and could satisfy the new consumer demand since it uses significantly reduced milk and sugar ingredients and is endorsed by renowned health experts. It is recommended: that Choice Chocolate take immediate measures to launch and promote Slim Choice alongside its existing product range. that part of the launch campaign contains product endorsement statements by renowned health experts. an increasing number of rival ‘health candies’ had appeared on the market. The size of the chocolate market then was $36 million. since the second half of 1999.moreover. it also retains the same flavour as the original range. although Choice Chocolate retained its market share the volume of sales in the whole market decreased to $29 million. the market share of Choice Chocolate was 37%. Further investigations reveal that this market shrinkage coincided with an increase in health awareness amongst consumers who regard the milk and sugar ingredients in chocolate as negative. Slim Choice is the latest chocolate range put forward by the R & D Department of Choice Chocolate. The shares of their key competitors such as Venus and Bradbury were 22% and 18% respectively. that Slim Choice be available in health food Terms of reference Statement of problem/ topic Formal language appropriate to report writing Key findings summarised Problem solution summarised Recommendations summaris . According to 97% of the 2000 subjects tested recently.
shops as well as in traditional chocolate retail outlets .
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