5th, May, 2010 - Berlin, Germany5th, May, 2010 - Berlin, Germany

How to penetrate How to penetrate European market European market

William KuoWilliam Kuo

5th, May, 2010 - Berlin, Germany5th, May, 2010 - Berlin, Germany

Current positionCurrent position

• Umax Systems GmbH, Umax UK Umax Systems GmbH, Umax UK LimitedLimited

• CTCC in west part of GermanyCTCC in west part of Germany

• CTCC in GermanyCTCC in Germany

5th, May, 2010 - Berlin, Germany5th, May, 2010 - Berlin, Germany

Umax Group in EuropeUmax Group in Europe

• Umax Europe HQ : Umax Systems GmbHUmax Europe HQ : Umax Systems GmbH

• Subsidary : Umax UK, Umax France, Subsidary : Umax UK, Umax France, Umax Czech, Umax RussiaUmax Czech, Umax Russia

• Direct to retailers : MediaMarkt & Saturn, Direct to retailers : MediaMarkt & Saturn, Metro, Dixons, Coufour, Auchan,...Metro, Dixons, Coufour, Auchan,...

• Distributors network in Europe >100Distributors network in Europe >100

5th, May, 2010 - Berlin, Germany5th, May, 2010 - Berlin, Germany

Global Cooperation Global Cooperation SituationsSituations• Vertical IntegrationVertical Integration

– Standard, chipset design, chipset fundary, Standard, chipset design, chipset fundary, finish product, brand name, own sales finish product, brand name, own sales channels, own service sites,...channels, own service sites,...

• Horizontal IntegrationHorizontal Integration– Standard define ( International Co. )Standard define ( International Co. )– Common chipset Common chipset – Finish products ( Asia – especially in China )Finish products ( Asia – especially in China )

5th, May, 2010 - Berlin, Germany5th, May, 2010 - Berlin, Germany

Keys of SalesKeys of Sales

• Fulfill Demand?Fulfill Demand?– Price -> Price/Performance RatioPrice -> Price/Performance Ratio– Lower profit, small sales amountLower profit, small sales amount

• Create DemandCreate Demand– Inovative technologyInovative technology– Excellent brand nameExcellent brand name

• Sales – 4PSales – 4P

5th, May, 2010 - Berlin, Germany5th, May, 2010 - Berlin, Germany

Keys of SuccessKeys of Success

Products( Technology )

Brand Name( Marketing )

Channels( Sales )

5th, May, 2010 - Berlin, Germany5th, May, 2010 - Berlin, Germany

Dominate key in each life Dominate key in each life cyclecycle

Tech

nolo

gy B

rand

Nam

e

Sale

sC

hannel

s

5th, May, 2010 - Berlin, Germany5th, May, 2010 - Berlin, Germany

Company Core ValueCompany Core Value

• Subsidary v.s. Distributor(s)Subsidary v.s. Distributor(s)

• Increase sales through create Increase sales through create DemandDemand– Good pre-sales ( Ads vs. PR work ) Good pre-sales ( Ads vs. PR work ) – Strong after-sales infranstrctureStrong after-sales infranstrcture

Marke

ting

Sale

s support

5th, May, 2010 - Berlin, Germany5th, May, 2010 - Berlin, Germany

Where is the current status?Where is the current status?

• Market trend Market trend

a. Tech. driving ->Marketing drivinga. Tech. driving ->Marketing driving

b. More pre-sales activitiesb. More pre-sales activities

terminalterminal

c. Price, Logistic heavy driven salesc. Price, Logistic heavy driven sales

scannersscanners

• Outsourcing vs. Self-developing Outsourcing vs. Self-developing

5th, May, 2010 - Berlin, Germany5th, May, 2010 - Berlin, Germany

Create demand on Create demand on CipherLabCipherLab

• Solution-orient providerSolution-orient provider

Successful case studiesSuccessful case studies

• Road showRoad show

2-3 times a year2-3 times a year

• Pre-sales tripPre-sales trip

• Google AdwordsGoogle Adwords

• Milestone on product roadmapMilestone on product roadmap

5th, May, 2010 - Berlin, Germany5th, May, 2010 - Berlin, Germany

More informationMore information

• WWW.Umax.de/WilliamKUOWWW.Umax.de/WilliamKUO

• Q&A discussionQ&A discussion

• Thanks Thanks