india rep meeting presentation final
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How to Capture International Markets : INDIA www.tceb.or.th/EXHIBITIONTRANSCRIPT
By Ms. Sheema Vohra
Representative - INDIA
How to Capture International Markets : INDIA
� Economic Outlook- Trade Details
� Exhibition Industry
� SWOT
� How to increase market share
� Govt support .
� TCEB initiatives & activities in 2009.
� What Works – examples
Agenda
� Population 1.13 Billion
� 50% under the age of 35
� 22 official languages; English widely spoken
� 400, million strong middle class.
� Highest growth of millionaires in 2007- 22.7%;as
per World Wealth Report by Merrill Lynch & Cap Gemini
Economic Outlook
• Global economic meltdown has caused some concern and
impacted growth rates from 8.8% to 6.8% (forecasted)
•International slowdown has slowed corporate investments
and spending- Wait and watch attitude
• However, Government continues major investment in
public infrastructure and reduced interest rates.
• Oil price decline has had a positive impact-including
decrease in inflation.
• Though credit is tight- India is primarily a saving economy.
Economic Outlook (cont)
20%25%
55%
0%
10%
20%
30%
40%
50%
60%
Agric
ultu
reIn
dust
rial
Servi
ces
� 55% of India’s GDP
comes from services.
� Citi Bank retains the
positive forecast for
India at GDP growth of
6.8% for 2009 and 5.5
% for 2010.
� Goldman Sachs is also
positive and expects
the economy to grow
between 6.5% and
5.8% in 2009-2010.
Economic Outlook (cont)
Parts & Accessories of
Vehicles
Industrial Machinery
Electrical Machinery
& parts
Medicinal & Pharmaceutical
Products
Metal ores, Waste & ScrapChemicals (mainly organic)
Iron & Steel ProductsCopper & Articles thereof
Diamonds & JewelleryPrecious Stones
Trade details- Exports
Metals and CommoditiesEssential oils & cosmetics
Organic Chemicals and
Petroleum products
Semi Precious Stones
Natural RubberIron & Steel
Transport EquipmentsPlastic Material
MachineryElectronic Goods
Trade details – Imports
� Automotive industry & its components
� Transport and telecommunication network,
� Science & Technology, including IT
� Biotechnology and Pharmaceuticals
� Energy including conventional energy and non- conventional
sources
� Education & HRD; a network among institutions of higher
learning
� Tourism
� Food Processing
Source:http://www.thaiemb.org.in/thaibiz/Thai%20india%20business%20and%20economic%20relations/index.htm
Sectors for cooperation between India and Thailand
Exhibition Industry
� Indian Companies are actively visiting exhibitions
abroad to keep themselves updated with latest know
how.
� Associations have budgets. Main objective is to
organize visitor’s delegation to international
exhibitions.
� Associations normally combine their visits to exhibitions
with meetings with local business associations and sight
visits.
Visitors
� The number of Indian Companies participating in
International exhibitions are increasing every
year.
� However, reputable international trade shows are
preferred.
� Due to economic/ corporate slowdown, this year
there will be a decrease exhibitor participation in
international exhibitions.
Exhibitors
� Budget not a constraint and length of stay determined by
duration of the event being attended.
� Look for accommodation near the event venue.
� Corporate Chiefs, Senior Executives, Scientists, Doctors,
Professionals and small to mid-sized entrepreneurs.
� Activities at destination center around functions organized at
event, and some pre and post event tours.
� Concurrent Spouse Programs preferred.
Profile – Exhibition Visitors
Priority by Cities
1st Delhi Visitor industry
Garment & Textile, IT & Electronics,
Telecom,
Exhibitor industry do
2nd Mumbai Visitor industry
Jewellery, Gems & Diamond, Food, Sea
Food, Plastic, Industrial Machinery, IT,
Telecom.
Exhibitor industry do
3rd Chennai Visitor industry Automotive, Rubber, Sea Food
Exhibitor industry do
4th Bangalore Visitor industry IT, Garment & Textile
Exhibitor industry do
5th Hyderabad Visitor industry IT
Exhibitor industry do
6th Pune Visitor industry Automotive , IT, Industrial Machinery
Exhibitor industry do
7th Jaipur Visitor industry Gems & Jewelery
Exhibitor industry do
8th Ludhiana Visitor industry Garment & Textile, & Auto Component
Exhibitor industry do
Industry Segments- City Priority
Exhibitions in India are being organized by:
1.Industry Associations & Chambers of
Commerce- CII, FICCI,
2. India Trade Promotion Organization (ITPO)
3. International Organizers
Main ones are:-
Reed Exhibitions, CMP, Messe Frankfurt, Messe Düsseldorf, Messe Munchen, DMG World Media,
Expomedia, IIR ( UK), Penwell, HQ Link
Singapore, Dubai World Trade Centre etc.
Overview
4. National Exhibition Organizers
Major ones are:
Exhibitions India, Tafcon Projects, Services International,
Chemtech Foundation/ Jasubhai Media, Conference &
Incentive Management , CARD( Centre for Agricultural &
Research Development), Zak trade Fairs & Exhibitions etc.
5. Governments
Central & State Governments also organize exhibitions. Major ones are:
Defexpo (Ministry of Defence), Petrotech (Ministry of
Petroleum), Aero India (Ministry of Defence)
Overview (cont)
6. Media Houses & Publications
1. The Times of India (Education, Real Estate & Job Fairs)
2. Hindustan Times (Real Estate Expo, Job Fairs)
3. Vintage Publications (Organizers of ‘Vivaha’ The Wedding
Expo).
4. Chemical Weekly (Chemspec India with DMG Media).
5. Pixie Publications ( Livestock. Diary and Agricultural)
6. Cross Section Publication (Organizers of SATTE-Travel Industry Fairs)
Overview (cont)
� Delhi & NCR
Pragati Maidan Delhi - 76000 sqm.
NSIC Exhibition Centre Delhi -21,500 sqm
Habitat World - 10,123 Sqm
India Expo Centre , Greater Noida - 48,000 sqm
� Mumbai
Bombay Exhibition Centre – 40,000 sqm
Nehru Center – 2,200 sqm
MMRDC( Bandra kurla Complex) – 75,000 sqm
World Trade Centre – 2,525 sqm
� Bangalore
Bangalore International Exhibition Centre - 20000 sqm.
� Chennai
Chennai Trade Centre – 7,834 sqm
� Hyderabad
HITEX Hyderabad – 43,325 sqm
Major Exhibition Venues
� Fragmented Exhibition Market- Unorganized Sector
� Major MNC’s & Indian Companies are participating
actively in domestic as well as exhibition overseas
� Participation by leading organizers/ companies trigger
a chain reaction with others following
� Association participation encourages members to visit/
exhibit at a show.
Current Trends
� Chemicals & Pharmaceuticals
� Food & Allied
� Print & Packaging
� Telecom
� Engineering and Allied Industry
� Automobile , Aviation.
� Plastic & Rubber Industry
� Retail Marketing
� Information Technology
� Travel & Tourism
� Hotel industry.
� Wellness
� Gems & Jewellery.
� Fashion & Garments
Major Sectors
� FICCI (Federation of Indian Chamber of
Commerce & Industry)
� FIEO (Federation of Indian Export Organizations)
� CII (Confederation of Indian Industry)
� EEPC (Engineering Export Promotion Council)
� ITPO (India Trade Promotion Organization)
Major Industry Players / Associations
Industry Specific Associations
Plastic Industry-(AIPIA-All India Plastic Industries Association , AIPMA-All India Plastic Mfrs. Associations)
Machine Tools (IMTMA-Indian Machine Tools Mfrs. Assn.)
Printing & Packaging (IPPAMA-Indian Print Packaging & allied Mfrs Assn, AIFMP-All India Federation of master Printers)
Food and Allied (APEDA –Agricultural & processed food export development Authority , AIFPA-All India Food Processors Assn),
Packaging (IIP-Indian Institute of packaging, AIFTMA-All India Flat Tape Mfrs.Assn)
Paint & Coating (IPCA-Indian Paint & Coating Association, ISSPA-Indian Small Scale paint Assn.)
Major Industry Players / Associations
Regional industry associations
LMTMA (Ludhiana Machine Tools Mfrs. Assn.)
KASSIA(Karnataka Small Scale Industries Assn.)
MIA(Mohali Industries Association)
MPLA (Madras Printers & lithographers Assn),
NIPA (North India Printers Association).
TPMA (Tamilnadu Plastic Mfrs. Association)
DPA (Delhi Printers Association)
Major Industry Players / Associations
� Orbitz Travel (All India)
� SOTC- Kuoni Travel India (All India)
� Cox & Kings (All India)� In Orbit (All India)
� Equator Voyagers (Delhi)
� Nimble Travels (Delhi)
� Golden Wings (Delhi)
� Sambhav Trade Tours (Mumbai)� Rainbow Business Tours (Mumbai)
� Discoveries and Destination (Ludhiana)
� Red Carpet Tours (Delhi)
Major Travel Agents Promoting Shows
� Singapore Exhibition & Convention Bureau
� MEHK (Meeting & Exhibitions Hong Kong)
� TAITRA (Taiwan External Trade Development
Council)
� IGCC (Indo German Chamber of Commerce)
� Indo Italian Chamber of Commerce
� China National Tourist Office (CNTO)
� SLCB (Sri Lanka Convention Bureau)
Competition
WEAKNESS
� Lack of detailed knowledge of major fairs of international repute- due
to limited promotions by Thai Trade.
� Thailand is perceived as more of a tourist / incentive destination then
for business.
STRENGTHS
�India has several associations/ federations/ chamber of commerce
with key objective to participate/arrange visit to international
exhibitions.
�Indian Govt. Support to encourage participation in exhibitions abroad
(MDA & MAI)- Including shows in Thailand
SWOT ANALYSIS- India
THREATS
�Competition – China, Germany, Singapore, Hong Kong etc
promoting & offering better choice of international exhibitions.
�Sustained economic downturn causing long term setbacks to
the Indian economy.
OPPORTUNITIES
� Expanding market supported by large base of potential
customers.
� Steady economic growth- ranging between 6-9% per annum
plus liberalization and integration with the global economy.
�Increasing no. of International Institutions like (TCEB, Messe
Dusseldorf, Cologne, Frankfurt, Myceb, STB) building
awareness of international exhibitions.
How to Increase Market Share
� Increased visibility of exhibitions coming up via Advertisements/ PR, e-mailers etc.
� Work with relevant Associations- Invite key person to attend the exhibition.
� Marketing Promotion Support for specific Travel Agents promoting Exhibitions.
� Presentations to relevant Trade Associations including those in secondary cities.
Visitors
� Increased promotions and visibility of major
shows by Exhibition Organizers.
� Specially target major/ reputed companies to
exhibit in Thailand
� Work with relevant associations to promote
‘show in shows’ – in addition to new exhibitions.
New Shows/ Show in Shows
Indian Government Support to
Exhibition Industry
In view of the prevailing macro economic situation
and to facilitate, stimulate and diversify the country’s export
Trade- the Marketing Development Assistance (MDA) Scheme is
under operation through the Department of Commerce to
support the following activities:-
� Assist exporters for export promotion activities abroad
� Assist Export Promotion Councils (EPCs) to undertake export promotion activities for their product(s) and commodities
� Assist Focus export promotion programmes in specific regions abroad like FOCUS (LAC), Focus (Africa), Focus (CIS) and Focus (ASEAN + 2) programmes.
Market Development Assistance (MDA) Scheme
5TOTAL
Rs. 80,000*1General Areas5
Rs. 150,0001Focus ASEAN + 24
Rs. 150,0001Focus CIS3
Rs. 150,0001Focus Africa2
Rs. 180,0001Focus LAC1
Maximum Financial
Ceiling per Event
No. of
Visits
Area/ SectorSr. No
Market Development Assistance (MDA) Scheme
Market Access Initiatives (MAI) Scheme is an Export Promotion
Scheme. The scheme is formulated on a focus product & focus
country approach. It supports the following activities:-
Market studies/survey- Assistance provided to Export
Promotion Organizations/ Trade Promotion Organizations/
National Level Institutions/ Research Institutions/ Universities/
Laboratories, etc., for accessing new markets or increasing the
share in existing markets.
Market Access Initiative Scheme(MAI)
Level of Assistance- 65% of total approved
expenditure. The following subcomponents would
be covered:
- Venue Cost/Publicity Cost/Cost of the Catalogues
and Other materials/Translation and Interpreter
Charges etc etc.
- The level of assistance (depending on different criteria) range from Rs 10 million to Rs. 50 million.
Market Access Initiative Scheme(MAI)
2009 Major Activities
� Dissemination of Exhibition Calendar to major clients across India including Associations and Travel Agents
� Identify & meet key Industrial/pocket areas. (example-Mohali (Punjab region). Generated leads for visitors too Intermach, Moldex and other fairs.
� Regular emailers to existing database of clients all over India.
� Sales Visit to major clients in Mumbai, Bangalore with Chennai, Punjab (Ludhiana, Jalandhar and Amritsar), Gujarat (Ahmedabad & Baroda).
� Quarterly Newsletter to our database of associations, travel agents & exhibition organizers.
Initiatives 2009
� Enhanced Visibility of Thai exhibitions in brochures/
websites of Travel Agents promoting Exhibitions. (SOTC
brochures featured VIV Asia fair), Orbitz, Rainbow Tours
etc.
� Circulation of specific exhibition profiles to interested
clients. Informatory folders of major exhibitions- including
exhibitor profile, visitor profile, date, venue etc is being
given to select data of clients.
� Roadshow for exhibition & trade show promotions in major
cities in India.
� Regular updates to the media- including e-newsletters and
press releases.
Initiatives 2009 (cont)
� Continuous communication to target audiences
� PR & marketing alliances ( media partners, press
conference)
� Appointing representatives to sell space – exhibitors.
� India/ Company Pavilion in International show
� Presentations to relevant association members.
� Work closely with associations & Captains of industry.
� Endorsement from industry experts.
� Fam trips
� Hosted media programs.
� Example CommunicAsia in Singapore .
What Works – Examples
Thank You…