reach out for inward investment

REACH OUTThe 21st Century Solution to Grow Inward Investment

Guy WhitakerManaging Partner

+44 1962 [email protected]

www.promarketaccess.com

© Pro Market Access

for investment



Europe: The World’s Biggest Market




500 million consumers

Half the World’s

Top 10 Economies

UK Gateway




500 million consumers

Half the World’s

Top 10 Economies

UK Gateway

How do companies reach them?

Cost…

Communication…

Competition…



Traditional Approaches Work…

Distributors & Agents

Organic Growth

Acquisition





Organic Growth

Acquisition

…But high cost and high risk can divert companies to the path of Distributors





Organic Growth

Acquisition


locking them out of inward investment





Organic Growth

Acquisition


locking them out of inward investmentoften for very extended periods.



Organic Growth

Effective but with Cost & Risk Barriers

1. Increased profits

2. Controlling your brand, your

customers and your business

3. Building better, more profitable

customer relationships

4. Increasing corporate value and

your company’s assets

Companies like….



Organic Growth

Effective but with Cost & Risk Barriers

1. Increased profits

2. Controlling your brand, your

customers and your business

3. Building better, more profitable

customer relationships

4. Increasing corporate value and

your company’s assets

1. High cost: time, management &

infrastructure investment

2. The delay to get internal budgets

agreed: markets don’t always wait

3. High fixed costs limit marketing

funds when you need them most

Companies like…. Companies DO NOT like…



Distributor “Drift” is Costly

1. They buy from you = instant sale

2. Shared risk to develop market

3. Local connections and customer

base

4. Low up front investment


Companies like….



Distributor “Drift” is Costly

1. They buy from you = instant sale

2. Shared risk to develop market

3. Local connections and customer

base

4. Low up front investment

1. The high mark up by distributor =

MUCH less profit for you

2. No direct customer contact = no

relationship and reduced loyalty

3. No control over the priority of your

business with the distributor

4. Contractual restrictions that can

trap your business


Companies like…. Companies DO NOT like…



Is There a Better Way?

Distributor Organic




Distributor Organic

A solution that reduces the cost- and risk-barriers to inward investment?




Distributor Organic

A solution that reduces the cost- and risk-barriers to inward investment?

A solution that gives companies a direct-to-market capability without their long term loss to Distributors?



Combining the Best of Both Systems

Distributor Organic

The Power Landing Zone



Combining the Best of Both Systems

Distributor Organic


The complete market access platform with the capabilities of a distributor

and the commercial advantages of anorganic solution



Introducing the Power Landing Zone

Sales Force. Import. Distribution. Billing. Revenue Collection.

Marketing. Representation. Business Development.






Clients choose what they need. Only pay for what they need.

When they need it.







When they need it.

Focused. Flexible. Scaleable. Coordinated.

Cost Effective.







When they need it.

Focused. Flexible. Scaleable. Coordinated.

Cost Effective.

Profit Effective.



The UK & European Business Platform

Flexible solutions provided by 6,000 expert staff…organising £150m of services each year…with 500,000sq ft of warehousing

…to build business in 17 countries.



The UK & European Business Platform

Regional Office

RepresentingYou

Market EntryPlanning

BusinessDevelopment

Marketing

CustomerTargeting

Sales ForceImport/

Warehousing

OrderProcessing

Distribution

Event Management

Revenue Collection

FinancialManagement



TaxOptimisation



UK Power Presence, Global Advantage

Regional Office

RepresentingYou

Market EntryPlanning



► High impact virtual or serviced office

► Professional UK commercial management

► Market and opportunity assessment



Creating Business Opportunities

BusinessDevelopment

Marketing

CustomerTargeting



► Precision customer focus

► Active lead and business generation

► Adapted or local campaigns for maximum impact



Building Regional Long Term Success

Sales Force

Event Management



► Your own sales force recruited and managed to achieve clients sales goals in 17 countries including

► Custom roadshows to target existing and prospective customers and investors

► Demonstration/sale of products direct to the public



Logistics Solutions, Satisfied Customers

Import/Warehousing

OrderProcessing

Distribution



► Complete import, storage and freight forwarding solutions

► Order taking, distribution and fulfilment with fully computerised tracking



Efficient Financial Performance

Revenue Collection

FinancialManagement



TaxOptimisation

► Invoices raised and client’s revenue collected

► Expert tax and business planning to ensure efficient business structure maximises net revenues and European profits



Tomorrow’s Inward Investors?

Consulting FirmSweden

► UK representative office► Local meeting and conferences

High Tech ConsumerUnited States

► Local representation► European retail targeting & business development, e-commerce

fulfillment

CRM & Enterprise ITEgypt

► Representative office, representation and lead generation► Marketing support to adapt product message to European market

Consumer & Medical ElectronicsUnited States

► Representation, sales & marketing support targeting large retail customers

► Import, warehousing, distribution and billing

Agrochemicals India

► Business development to attract European principles for international distribution in the Middle East, South Asia, Russia and South America

Nutritional SupplementsUnited States

► Event management programme targeting European consumers ► Distribution and e-commerce fulfillment

Rubber ProductsSri Lanka

► European representation and representative offices ► Marketing support to develop specialist and retail channel sales► Import, warehousing, distribution and billing services.



Distributor


Organic

Where Would Clients Like to Grow?



Traditional Market Access

Step 1

► Identifying distributors and/or JV partners► Managing initial approach to verify interest► Client identity/intentions public or confidential as

required

Step 2

► Create shortlist of partners► Detailed evaluation of brands and product offer► Interview key staff to maximise client fit

Step 3► Supporting clients to negotiate agreements with

preferred partners

Step 4► Managing client local relationships with

distributors/partners



Direct Market Access, Enhanced Margin

% Net Revenue - Germany

0%

20%

40%

60%

80%

100%

Year 1 Year 2 Year 3 Year 4 Year 5

JV

Distributor

Direct

Cumulative Net Revenue (£) - Germany

£0£5,000,000

£10,000,000£15,000,000£20,000,000£25,000,000£30,000,000£35,000,000£40,000,000

Year 1 Year 2 Year 3 Year 4 Year 5

JV

Distributor

Direct

Local Sales Office, Berlin

Sales Manager

Sales Representative





Marketing Hub

Local Expert Partner Recruitment + Training + Management + Payroll

Delivery, Implementation

Sales, Orders



Client Annual Advantage vs Distributor

$1,500,000Annual Sales

Customer Sales

Market Route Costs

Your Net Income

Your Profit Gain

Pro Market Access

11%*Distributor

40%

$1,335,000 $900,000

$435,000Extra Profit

*Includes distribution costs estimated at 7% of turnover



$ 3mAnnual Sales

Customer Sales

Market Route Costs

Your Net Income

Annual Profit Gain

Pro Market Access

3.5%Organic

23%

$ 2.90m $ 2.31m

$ 585,000Extra Profit

Client Annual Advantage vs Organic



The 21st Century Solution

Go-to-market solutions that minimise cost & risk.

A viable alternative to minimise the drift to distributors.






Progressive, modular approach that is designed

to encourage inward investment.






Progressive, modular approach that is designed

to encourage inward investment.

Helps exporters and inward investors engage earlier,

embedding the UK at the hub of regional activities in Europe.

HELPING YOU

succeedThe 21st Century Solution to Grow Inward Investment

Just a call away. Why not call?

Guy WhitakerManaging Partner

+44 1962 [email protected]



reach out for inward investment

Business

systems distributor

path of distributors

high riskcan

distributor drift

companys assets high

reducesthe cost

worlds biggest market

high mark