110209 resume guide 2011 pdf - eckerd college

Trade Shows as your Market Entry StrategyJewelry Industry

Introduction, Reed Exhibitions

• Size and scope– The world’s leading events organizer, with over 2,500 employees in 35 offices

serving 44 industries worldwide.

• Events– RX organizes over 440 events in 36 countries. A market reach of over 7 million.

• Key industries served– Aerospace & aviation, automobiles, broadcasting, building & construction,

electronics, energy, oil & gas, engineering, manufacturing, environment, food service & hospitality, gifts, healthcare, interior design, IT & telecoms, jewelry, life science & pharmaceuticals, machinery, medical education, printing & graphics, property & real estate, security & safety, sports & recreation, travel

Local Support, Global Connections

Exhibiting abroad is one of the quickest and most cost-effective ways to reach new export customers and rapidly grow your business.

• The International Sales Group of Reed Exhibitions provides -– Choose the right Reed event – Find the best route to market – Secure financial support for your participation – Overcome language barriers – Organize your participation– Avoid local misunderstandings – Deal with any problems onsite

• Trade shows deliver -– Safe and structured environment to explore markets, Cost-effective market entry, Targeted,

qualified contacts, Face time with potential customers/business partners, Resources to make market entry turn key and stress free

U.S. Commercial Services & Reed Exhibitions

Why are we partners?

• We help SME’s to develop and increase exports• We educate U.S. firms on new markets and industries• We develop pavilions and create special packages to

support US firms entry into new markets• We are partners, helping you build international success

Current Portfolio of Jewelry Events

Portfolio Overview

Accessing & Navigating JapanTokyo, Japan (IJT) January 11-14, 2012

Exhibitors: 1,500 Visitors: 40,000 Edition: 22nd

www.ijt.jp/english• Why Japan?

– Japan is the 3rd largest jewellery market in the world– U.S. is the top supplier of precious metal jewellery– Sophisticated consumers– Gateway to other Asian markets

Buyer breakdown:

• Department store buyers• Boutiques • Specialty stores• VIP retailers from Japan, Korea, China, Hong Kong, Taiwan,

India and Thailand• Importers/Distributors• Wholesalers

Product interest:

• Platinum jewelry• Diamond Jewelry• Bridal jewelry• Branded jewelry• Loose diamonds• Loose gemstones



www.ijt.jp/english

• Consumers with the most purchasing power are baby boomers, females between the ages of 30-50, wealthy Asian travelers, male consumers

• Of all imported jewelry from the U.S. to Japan, platinum accounts for 51.4%

• Diamond jewelry accounts for 47.8% of retail share, Color gem jewelry accounts for 20.9% , Pearl jewelry accounts for 16.7% and Metal jewelry accounts for 14.6%


• Carnet country• Duties/Taxes

– Tax = 5%– Duties vary depending on type– How it works:

• Regular import, carnet, drawback entry• Loose diamonds, colored stones, precious stone, semi-precious stones,

cultured loose pearls, cultured pearls, temporarily strung = NO DUTY• Precious stones, temporarily strung, semi-precious stones, temporarily

strung, Platinum jewelry, Silver jewelry, Pearl jewelry = 5.2% DUTY• Gold jewelry = 5.4% DUTY


www.ijt.jp/english


Retail Sales Channels & Shares


www.ijt.jp/english

Accessing & Navigating France Éclat de ModeJanuary 20-24 & June 30 – July 4, 2012

Why Paris?• Paris is a destination for buyers from all over the world• It is a mature market and is currently the one of the top 5 markets U.S. manufactures

are already exporting to• Over 32% of the buyers that attend Eclat de Mode come from outside of France – top

countries include: Italy, Belgium, Spain, UK, Germany, Switzerland, Netherlands, USA, Japan, Middle East

Buyer Breakdown

Exhibitors: 450 Visitors: 14,000Exhibitors: 450 Visitors: 14,000www.bijorhca.com

Buyers from all over the world visit:• EAST LIMITED.COM (United Kingdom), WINARETTA.COM (France), PERSONAL

SHOPPER BY RONTEIX NADIA (France), SYNALIA (France), PROMOD (France), MOA (France), CACHE CACHE (France), NATURE & DECOUVERTES (France), CARREFOUR (France), LOUIS VUITTON (France), KLM (Germany), BON GENIE –GRIEDER (Switzerland), BRANDALLEY (United Kingdom), COMPLEX INTERNATIONAL (France), EL CORTE INGLES (Spain), FENWICK (UnitedKingdom), FRANCK ET FILS (France), GALERIES LAFAYETTE (France), HARVEY NICHOLS HONG KONG (France), HP France, INTER TRADE CORPORATION (France), LA MAISON SIMONS (Canada), LAMBERT & ASSOCIATES (France), LE BON MARCHE (France), MFA (France), OBFO (France), PRINTEMPS (France) TAKASHIMAYA (France), SEIBU (Hong Kong), CHATEAU DE VERSAILLES (France), REUNION DES MUSEES NATIONAUX (France), MUSEE DES IMPRESSIONNISMES GIVERNY (France), MUSEE OCEANOGRAPHIQUE DE MONACO (Monaco), MUSEUM OF CONTEMPORARY ART – CHICAGO (USA)…


Exhibitors: 450 Visitors: 14,000www.bijorhca.com

• French is primary language, but most will speak English• Carnet country• Business practices are different – you’ll need to assimilate• Every piece of jewelry should carry two types of marks

– The "Poinçon d'Etat" indicates the type of/characteristics of the metal – The "Poinçon de Responsabilité" (Responsibility mark) indicates the mark of

the French importer plus an oval-shaped mark.

• A U.S. manufacturer must also have a French representative whosecompany is registered at the French commercial court.

Jewelry is made of at least 75% pure gold

Jewelry is made of at least 80% pure silver

Jewelry is made of at least 95% pure platinum



• Duties/Taxes– VAT (tax) = 19.6%– Duty = varies based on type of material– How it works:

• A French importer has to pay the Value Added Tax - VAT (TVA in French) • The standard rate is 19.6% of the CIF (Customs, Insurance, Freight) cost • VAT must be added to the price of all goods sold in France • The supplier of any product in France has to charge the customer a sales

price combining the initial selling price and the VAT • The supplier then collects the full amount, subtracts from the total VAT

collected, and periodically pays over the difference to the tax authorities • The French importer must also pay customs duties when clearing goods at

customs – For precious and semi-precious jewelry, custom duties vary between 2% and 4%

• There are also the following guaranty duties:– 8 Euros for a gold or platinum piece of jewelry – 4 Euros for a silver piece of jewelry



Accessing & Navigating Saudi Arabia April 16-19, 2012 - Hilton Jeddah &April 23-26, 2012 -Faisaliah Riyadh

Why Saudi Arabia• Estimated the annual Saudi consumption of jewelry at 400 tons• A further increase is expected in the near future due to the international economic

recovery and the stability of the Saudi economy• Saudi jewelry and gold market is worth SR30 billion • The luxury watch market in the Kingdom has hit one billion dollars which is 25 percent of

the value of all the markets in the region • Young Saudis over the age of 20 are the main purchasers of luxury watches and jewelry

in the Kingdom in comparison to those in their 40s in other countries 2011 Jewellery Salon stats• 100 international and domestic exhibitors • 50,000 visitors (both male and female)• Trade & public event

New acquisition!

Exhibitors: 100 Visitors: 50,000

• Not a Carnet country• A non-refundable duty of 12% is levied for imports of samples of jewelry and

watches. Authenticated shipping documents are required for all shipments of commercial samples

• The documents required for all commercial shipments to the Kingdom of Saudi Arabia are:

– Commercial invoice certificate of origin a bill of lading (or airway bill) – A steamship (or airline) company certificate an insurance certificate (if goods are

insured by the exporter) – Packing list New

acquisition!

Exhibitors: 100 Visitors: 50,000

Accessing & Navigating Saudi Arabia April 16-19, 2012 - Hilton Jeddah &April 23-26, 2012 -Faisaliah Riyadh

Why Abu Dhabi? • You’ll have access to the world’s richest city, Abu Dhabi, the capital of United Arab

Emirates• According to new trade statistics, more than a third of the country's imports by value in

February consisted of diamonds, gold and finished jewellery.– Diamonds were the UAE's top import by value in the month…with Dh7.5 billion ($2.04bn) of the

stones brought in. Gold followed at Dh6.9bn of imports and finished jewellery came in at Dh1.9bn.

• Abu Dhabi is a sophisticated market – design and quality are key.• The indigenous population of this country prefer 21 carat, folks from the sub-continent

prefer 22 carat and the western population tend to go for 18 carat jewellery.• Carnet country, as of October 1st 2011• Duties/Taxes

– Duty – 5%– Tax – 0%

Accessing & Navigating Abu DhabiJewellery & Watch Show (JWS) May 1-5, 2012

Exhibitors: 110 Visitors: 7,000 Edition: 18www.jws.ae

Accessing & Navigating Abu DhabiJewellery & Watch Show (JWS) May 1-5, 2012

Why JWS? • Buyer Breakdown

– About 80% are female buyers and 20% are male.– Target audience includes: Members of the royal families, High-net worth individuals,

Private collectors, Top government officials, Top VIPs from various organizations, Trade professionals, Media and General Public

• Product Interest– Diamond Jewellery, Gold Jewellery, Luxury & Designer Watches, Pearls, Precious

and Semi Precious Stones, Gems Stones, Designer jewelry• Exhibitor profile

– Independent retail outlets, Retail chains, Designers, Laboratories, Publications & Service providers

• Timing – Concurrent events: Jewellery Arabia Bahrain, Mid East Watch & Jewellery Show

Sharjah UAE, Dubai Jewellery week UAE

Exhibitors: 110 Visitors: 7,000 Edition: 18www.jws.ae

Accessing & Navigating Canada JCK Toronto August 12- 14, 2012

Why Toronto? • The market is segmented and Toronto is a gathering point for buyers

across all regions of Ontario including, York Region, Southwestern Ontario and the Greater Toronto Region, which has the largest concentration of jewellery retailers in Canada.

• Over 45% of the buyers that attend JCK Toronto do not attend JCK Las Vegas.

Buyer breakdown:•Independent Jewellery Retail Store Buyers•Independent Jewellery Retail Store Owners•Independent Jewellery Retail Store Sales Assoc. •Jewellery Chain Store Buyers•Specialty Gift Shop Owners and Buyers•Department Store Buyers•Big Box Store Buyers

Product interest:•Colored Gemstones•Diamonds - Finished & Loose•Display Products & Services•Finished Designer Jewellery•Pearls - Finished Jewellery•Sterling Silver - Jewellery•Watches & Watch Accessories

Exhibitors: 150 Visitors: 2,000toronto.jckonline.com/

Accessing & Navigating Canada JCK Toronto August 12- 14, 2012

• Similar business practices• Same language (for the most part)• Carnet country • Dedicated customs agent to advise clients• Duties/Taxes

– Tax = 5%– Duty = varies based on type of material– How it works:

• If the goods are manufactured in the USA they are duty free but still subject to 5% GST

• If the goods are made out of the USA, duty and GST are applicable. – The duty rates now are: GOLD 6.5%.....Silver 8.5%...Loose Stones duty free

• The manufacture has the choice to show separate line items or a total including duty and GST when selling product

• If you sell on-site you will be asked what is sold and any duty and GST will be due at the point of export

• The buyer is able to claim back the GST but not the duty • The consumer pays the GST on the sale price from the retailer

Exhibitors: 150 Visitors: 2,000toronto.jckonline.com/

Accessing & Navigating the UK International Jewellery London (IJL) September 2-5, 2012

Why the UK?• The NAG reports that the 7,500 UK stores consist of 6,000 independents and 1,500

multiples• The trend in the UK is to buy less but better quality, higher value goods. Consumers

are willing to spend for design, innovation, distinctive, branded product.• In terms of gold, the best selling gold is 18K. There is 9K rather than 10k but that’s

not so popular at present – the better quality metal is the one to go for.• In gold sales terms, the UK sits 12th in the world ranking, and is therefore bigger than

the French and German market combined. The only other European market that is bigger is Italy.

• Trend in the UK is to buy less but better quality, higher value goods. Consumers are willing to spend the money on luxury purchases. Design, innovation, distinctive product and branding is crucial.

• UK manufacturers tend to buy small to medium sized stones. This is economy but mostly (UK) trend driven.

Exhibitors: 580 Visitors: 9,050 Edition: 56www.jewellerylondon.com

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Buyer BreakdownProduct Interest



• Similar business practices• Same language (for the most part)• Carnet country• Hallmarking process

– A Sponsor’s Mark, A Fineness Mark, The Assay Office Mark• The UK has a simple and wide distribution chain for jewellery with independent and

multiple retailers, department stores, galleries, mail order/internet/shopping channels, gift and fashion stores

• Duties/Taxes– VAT (tax) = 20% – Duty = 2.5%– How it works:

• The manufacture has the choice to show separate line items or a total including duty and GST when selling product

• Buyer is responsible to clear customs and pay all VAT & DUTY • UK company can claim the VAT every quarter but duty is not refundable • The consumer pays the VAT on the sale price from the retailer


Thank you!

To learn more contact:

Beth CassonReed Exhibitions, International Sales Group

P: 203 840 5308E: [email protected]

110209 resume guide 2011 pdf - eckerd college

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