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{ Î M î ´ ð i | ¨ ý ý · 2012-09-03 · ~ šfi€ł ø’˚ ž _€‰⁄co˚ .–ÉÉ”›’45+šfi€ł ø’˚˚ @€ÑˇDWˇXD

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Page 1: { Î M î ´ ð i | ¨ ý ý · 2012-09-03 · ~ šfi€ł ø’˚ ž _€‰⁄co˚ .–ÉÉ”›’45+šfi€ł ø’˚˚ @€ÑˇDWˇXD
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Agenda

We will talk about:

� Key facts

� Distribution channels

� Biggest retail outlets

� ����������

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� There are about 20,000 retail shops in

Poland

� They are served by hundred wholesalers

� Retail is very fragmented (thousands of

small family owned shops)

� No market statistics

� No organisation to oversee the

distribution

Key facts

� Wholesalers

� Hypermarkets and bazaars

� Shoes retail nets

� Boutiques

� Other shops

� Internet sale

Distribution channels

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characteristics:

� Mostly local/regional

� Wholesale and retail together

� Very fragmented

� Slowly disappears – too expensive

� Wholesale - 10% of the turnovers

Wholesalers

Shoes in hypermarkets:

� Cheap

� Low quality

� Non-leather

� Made in China

Hypermarkets and bazaars

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Shoes retail nets

� Consolidated shops - a few shops in the region/ city, recognizable brand

� Nets of retail outlets –

�throughout Poland,

�easy to spot and distinguish,

�well equipped, individual concepts

�wider range of products

Shoes retail outlets

� Specialisation, concept for business

� Quite wide assortment-different models

� Stick to trends

� Middle to high prices

� Mostly leather shoes (artificial leather – only

in biggest<lower prices>)

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Brand Boutiques

� Known brands , usually foreign

� Higher pricing

� In line with latest trends

� Well locations

� Interesting furnishing

� Attention to client service

� Better off clients

Other shops

� Individual shops - sell shoes and shoes accessories, also other wares

� Shops with clothes, that sell also shoes

� Individual shops - mostly family owned, no special concept for business, no brand, local manufacturers, poorer quality

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Internet sales

� Becomes very popular

� more expensive brands

� Mostly for sportive shoes

� Allows for cheaper prices

� Internet auctions

E.g.

www.allegro.pl

www.alebuty.pl

www.swistak.pl

Biggest retail outlets

� CCC� DEICHMANN� ZEBRA� PRIMA MODA� APIA� KAZAR� NICO POLSKA� SALAMANDER� LESTA SHOES� PRIMA STRADA

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CCC

CCC Factory LTD – production of woman shoesCCC PLC – sales (wholesale and retail)

• Financial outcomes in 2004:278 m PLN - turnover30 m PLN – income from sales17 m PLN – net income

• 228 shops throughout Poland

• 2,500 models every year

• 5.5% of the sales market

• 40 own brands – most known: Lasocki

CCC

� Quite wide assortment

� Middle prices 70-250 PLN

� Mostly leather shoes but also made of

artificial leather (lower prices)

� In offer also: shoe accessories

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DEICHMANN

• established in Poland in 1996

• financial outcomes in 2004:

205 m PLN - turnover

7.6 m PLN – income from sales

5.2 m PLN – net income

• employment 900 people

• 67 outlets – mostly in big shopping centres

• specialise in low-priced shoes (but of quite good

quality)

• Brands: Graceland, Janet D., Borelli, Ariane

ZEBRA

• established in 1995

• financial outcomes in 2003:41 m PLN - turnover5 m PLN – income from sales4 m PLN – net income

• 12 shops throughout Poland

• middle and higher pricing

• Top polish brands but also foreign shoes

• Mostly: ECCO, RIEKER, AZALEIA, GALIZIO

TORRESI, PIKOLINIOS

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PRIMA MODA

� 13 shops throughout Poland

� Focus on Italian shoes

� Higher pricing but excellent quality

� Demanding clients

APIA

� 9 shops throughout Poland

� Mostly foreign shoes: Ernesto Polani, Jo Ghost, Aldo Brue, Gallorini, Alberto Zago, Dibrera, Neri, Teodori, Nando Muzi, Les Tropeziennes

� Has also own brand (manufactured in Italy)

� Higher pricing (above 300 PLN) HEGO'S

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KAZAR

� Kazar Footwear Ltd. - importer

� 11 shops throughout Poland in 7 cities

� own brand

� High priced, high quality

� According to latest trends

NICO POLSKA

• established in Poland in 1999

• financial outcomes in 2004:37 m PLN - turnover- 51k PLN – lose on sales150k PLN – net income

• 7 outlets in Poland

• most expensive foreign brands, also own: Brian

Brooks or Main&Land

• additionally sales clothes, perfumes, sunglasses

and accessories

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SALAMANDER POLSKA

• established in Poland in 1991

• 50 employees

• 9 outlets in Poland in 4 cities

• Salamander and Lurchi – own brands

• Fashionable, trendy leather shoes

• Higher pricing

LESTA SHOES

� 6 outlets in Poland

� Owned by shoes producer

� Mostly Polish, middle priced brands

� Large outlet areas (100 - 250 sqm.)

� Sells: own LESTA brand, but also: Adalbert, Caprice, Conhpol, Kaba a, Juma, Romano Mazzante, Ry ko, Solo Femme, Tamaris

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PRIMA STRADA

� Established in 1982

� Employment: 20

� 5 outlets in south areas of Poland

� Mostly Polish brands, middle priced

� Group consist of: shoes manufacturer, retailer andtrader

Further information

� PIPS – Polish Chamber of Leather Industry)

� CLPO – Main Laboratory of the Shoe Industry

� GARANT OBUWIE + MODA – association of the shoes buyers and distributors

� wiat Butów – shoe industry magazine

� Przegl d Skórzany – leather industry magazine

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��� Germany

� Italy

� Spain

� Canada

� Denmark

� Switzerland

� Brazil

Where do the foreign brandscome from:

� ���������������

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Strategy

� OWN SUBSIDIARY – SCHOLL, DEICHMANN

� OWN OUTLETS - VENEZIA

� POLISH IMPORTER – AZALEIA, GABOR

� PRESENCE IN SHOPS - VIC MATIE, NAZZARENO

RIPA

Brands

� DEICHMANN

� BATA

� GABOR, CAMEL ACTIVE

� NICO

� VENEZIA

� ECCO

� KAZAR

� AZALEIA

� RIEKER

� PIKOLINOS

� GEOX

� HÖGL

� VAGABOND

� MARTENS, SCHOLL

� VIC MATIE, NAZZARENO RIPA, ROMANO MAZAANTE, HEGO’s,CLARKS

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DEICHMANN -OBUWIE

worldwide: 90 m pairs sold, 12 countries

HQ: Germany

Poland:

• Limited company in Poland since 1996

• employment 900 people

• sells via 67 own outlets – mostly in shopping

centres

• Sells own brands and others

• specialise in low- and middle- priced shoes

• Associated with lower prices and lower quality

BATA Poland

worlwide: 150 m pairs produced, 4700 own retails

outlets, 1m clients per day

HQ in Canada

Poland:

�Limited company seated in Warsaw

� In 1920’ – factory in Poland

� Sells via 15 own shops – 2 City Stores, 12

Superstores and 1 outlet

� Best localisations / shopping malls

� Pays attention to client service and advisory

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GABOR, CAMEL ACTIVE

worlwide: HQ Germany

Gabor: 25k pairs produced daily, 6k outlets (half in DE)

Poland:

� 6 years in Poland

� Polish importer: Exclusiv Sp z o.o.

� 3 own retail outlets in bigger cities (3 further to be

opened soon)

� Sells via BATA outlets – distribution contract

� fashionable, comfy shoes, Camel - casual style

� Very good quality, higher pricing

NICO POLSKA

Worldwide: 600 employees, 26 shops (clothes and

shoes), 10 m customers yearly

HQ: Italy

Poland:

• Limited company established in 1999

• 7 outlets

• most expensive Italian brands, own: Brian Brooks

or Main&Land, Blue Enemy

• additionally sells clothes, perfumes, sunglasses and

accessories; offers sewing services

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VENEZIA

� Trade office in Warsaw

� 18 own retail outlets

� Assortment of Italian shoes: Calle, Rialto, Carlo Ranieri, Venezia

� higher prices, very good quality

� Venezia brand is very well recognised

ECCO SHOES POLAND

� Worldwide: 12.5 m pair produced yearly, 9 k employees, 5 production sites

� HQ in Denmark

� Poland:

� ESP - Limited company established in 2002

� 2004 ECCO CEE – distribution in PL

� 2005 ECCO Europe East & Middle East – PL, CZ, SK

� 8 own retail outlets

� ( used to have own stands in shoe shops before)

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KAZAR

� Kazar Footwear Ltd. - importer

� 11 shops throughout Poland in 7 cities

� own brand

� High priced, high quality

� According to latest trends

AZALEIA

worldwide: 45m pairs produced yearly, 30,000 shops, production in Brasil, present in 70 countries

HQ Brasil

Poland:

• Polish importer: Dunhan Sp z o.o.

• present via 260 retail shops throughout Poland

• cooperates with ZEBRA

• considered as middle priced, popular

• widely promoted – covers a part of marketing

costs

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RIEKER POLSKA

� Limited company

� Cooperates with ZEBRA

� higher prices, very good quality

� Comfy shoes, casual style

PIKOLINOS

� HQ in Spain, present in 45 countries, 1500 employees

� No representative office

� Sells in many Polish cities (also in smaller) via regional retail shops

� Cooperates with Duhan and ZEBRA retail net

� Internet sales (alebuty.pl)

� Comfy shoes, higher pricing

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GEOX

Worldwide: 322 single-brand Geox Shop stores and

about 9.000 independent multi-brand points of

sale, 60% sales realised internationally

HQ in Italy

Poland:

� Represented by GINO ROSSI

� Sold in 13 Gino Rossi retail outlets

� Trendy ‘lifestyle-casual’ style

� Higher pricing

HÖGL

Worldwide: turnovers 55 m Euro, 1000 employees,

Production: 1.5 m. pairs produced yearly,

(7k daily in Hungary, 1k in Austria)

HQ in Austria – Group: Lorenz AG

Poland:

� No own office

� Sells via regional retail outlets

� Cooperate with Salamander and APIA retail nets

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VAGABOND

Worldwide: 30 countries, 1.3 m pairs produced

HQ in Sweden

Poland:

� No representative office

� ALTEX – importer and distributor

� Sells via retail nets: PRIMASTRADA, regional

OLIVIER, RICCARDO

� Internet sales (alebuty.pl)

� Higher quality and higher pricing

SHOLL

� SSL Healthcare PolskaSp z o.o.

� Sells through own retail outlets, pharmacies, internet

� Medical shoes

� Higher pricing

� Better off clients

� Also cosmetics line

� Well recognised

Dr. MARTENS

� Polish representative of Airway Int. Ltd. : SHOELAB Ltd.

� Sells via 5 Martens shops and retail outlets with shoes for young people

� higher pricing

� Considered trendy

� Better off clients

� Well recognised

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VIC MATIE (IT),

NAZZARENO RIPA (IT),

HEGO’s (IT),

CLARKS (UK),

MARCO MORENO (IT),

LET’ MOVE TO PRICING ISSUE..

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A PAIR OF VISIT SHOES:

60-120 PLN

+VAT TAX

Cost of the manufacturer:

75 - 150 PLN

TYPICAL GAIN per 1 PAIR:

1 PLN – few dozens PLN

Margin below 30% -

means death for manufacturer

MARGINS in RETAIL:

Typically ca. 50%-70%

Should be:

Around 100%

To allow for promotional actions,

seasonal sales,

new production lines,

stylists, etc.

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HOW MUCH DOES THE CUSTOMER PAY?

Most POLISH producers are in the mid price category:

� Ry ko, BUT-S : 150-300 PLN (typically: 159, 179 PLN)

� Badura : 130-230 PLN

� Kaba a : 100-200 PLN

� Wojas : 100-200 PLN

� JUMA : 80-200 PLN

� CCC: 70 -250 PLN

HOW MUCH DOES THE CUSTOMER PAY?

FOREIGN Brands are in higher price categories:

� BATA : 159 – 399 PLN

� RIEKER : 199 – 399 PLN

� SALAMANDER : 399 – 429 PLN

� PIKOLINOS : 259 – 399 PLN

� VENEZIA : 299 – 700 PLN

! GINO ROSSI: 299 – 699 PLN

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HOW MUCH DOES THE CUSTOMER PAY?

RETAIL NETS:

� CCC : 70-200

� DEICHMANN: 70-200

� SALAMANDER: 150- 350

� ZEBRA : 150 – 450 (AZALEIA – 100, RIEKER-200)

� APIA: 300-550

� BATA : 100 – 300 PLN (HEGO’s, GABOR – 300)

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Biggest shoe manufacturers

� RY KO� CCC� BUT-S� EKSBUT� BADURA� WOJAS� LESTA� JUMA� KRISBUT� KABA A� GINO ROSSI� ROMANO MAZZANTE� GREGOR� ESCOTT� KACPER

� �����������

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RY KO

• Limited liability company

• 53 own shops throughout Poland

• Cooperates with different medium sized retail

outlets

• Based in most known shoe production area

RY KO

• Leather shoes

• Higher quality

• Follows European trends well

• Well recognized brand in Poland

• Pricing: 100-300 PLN

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CCC

CCC Factory LTD – production of woman shoesCCC PLC – sales (wholesale and retail)CCC Group - 122 m PLN capital

• Financial outcomes of production unit in 2004:34 m PLN - turnover7 m PLN – income from sales9.9 m PLN – net income

• 228 CCC shops throughout Poland

• 2,500 models every year

• 5.5% of the sales market

• 40 own brands – most known own brand: Lasocki

CCC

� Quite wide assortment

� Middle prices 70-250 PLN

� Mostly leather shoes but also made ofartificial leather (lower prices)

� Lasocki brand rather higher quality andpricing (up to 350 PLN) - recognised but not so popular

� Company associated with low priced shoesCCC – Price makes a difference

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BUT-S

• established in Poland in 1997

• public listed company with capital of 7.5 m PLN

• financial outcomes in 2004:70 m PLN - turnover- 8 m PLN – loss on sales-12 m PLN – net loss

• 5 own outlets

• production - 700,000 pairs per year

• domestic sales and export activity

• aims at 12% share in domestic visit shoes market

BUT-S

• mainly women shoes

• Leather and higher quality

• 4 product lines:

• BUT-S Image – extravagant, trendy line

• BUT-S Young – casual style

• BUT-S – classic, visit/work style

• BUT-S Komfort – very comfy

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EKSBUT

• established in 1991

• employment: 250 people

• 6 own sales outlets and via other retail outlets

throughout Poland

•400,000 pairs yearly

• export to: Lithuania, Latvia, Czech Rep., Slovak

Rep., Germany, Rosja

EKSBUT

• Mostly shoes for women and young people

• Natural leather

• Pricing: 100-200 PLN

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BADURA

• Public listed company

• Established in 1982

• Own capital 5.5 m PLN

• financial outcomes in 2003:29 m PLN - turnover1.3 m PLN – income from sales0.8 m PLN – net income

• Sell via 100 retail shops (mostly ZEBRA)

• Export to: USA, Kanada

BADURA

• Leather shoes, good quality, well recognized

• Mainly men and casual shoes:

• visit style

• sportive (also for women)

• weekend

• also special, non-typical sizes

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WOJAS

• Established in 1990

• employment: 560 people

• 41 own retail outlets

• Production: 700,000 pair per year

• Export to: USA, Great Britain, Germany, France, Lithuania, Russia

WOJAS

• All type of footwear: for women, men, youngs and

children, also protection work shoes (for

emergency, police services etc.)

• Specialise in casual, leisure shoes

(also waterproof)

• Mostly leather and suede

• Pricing: 100-200 PLN

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LESTA

• established in 1994• financial outcomes in 2003:

20 m PLN - turnover- 0.1 m PLN – loss from sales- 0.3 m PLN – net loss

• Own capital – 7 m PLN

LESTA

• Sells via 6 own retail outlets „LESTA SHOES” but also other retail nets

• Natural leather: velour, suede with different finishing

• Casual, sportive style

• Modern, trendy textures and patterns

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JUMA

• firma za o ona w 1990

• 9.6 m PLN own capital

• financial outcomes in 2003:8.5 m PLN - turnover- 2.7 m PLN – loss from sales- 3.3 m PLN – net loss

• Own tannery

• Two brands: JUMA and NATTY

• Export to: other CEE countries and Germany, GreatBritain, Israel

JUMA

• Projected by the Italian designer - MassimoLucchesi

• Mostly women shoes

• Only natural leather and good quality componentsfrom proven suppliers

• Prices 80-200 PLN

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SOFTBUT - KRISBUT

• Established in 1982

• Company split into two (avoid bankruptcy)

• Export to: Slovakia, Czech Rep., Germany, Russia, Lithuania, Latvia, Estonia, Belarus

• Mostly shoes for men, women and young people

• Leather and suede

• Designed by Polish and foreign stylists

KABA A

• Established in 1984

• Family type business

• Used to produce sandals and flip-flops

• since 1990 have produced women shoes

• Mostly leather (seldom artificial leather)

• Pricing 100-200 PLN

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GINO ROSSI

• Established in Poland 1992

• Public listed company with capital 9.5 m PLN

• employment: 302 people

• financial outcomes in 2003 (for a Group):79 m PLN - turnover3.6 m PLN – income from sales- 3 m PLN – net loss

• Sells via 66 own, exclusive retail outlets

• Export to: Germany, Czech Rep., Lithuania, Russia, Canada

GINO ROSSI• High quality leather shoes

• Very good recognition

• Regarded as exclusive FOREIGN brand

• Pricing: 300-700 PLN

• Leather accessories and even jackets

• 350 models in each collection (twice a year)

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ROMANO MAZZANTE

• Established in Poland 1989 (name: Mesir)

• Limited liability company

• Seated in Poland and Italy

• financial outcomes in 2003:25 m PLN - turnover0.7 m PLN – income from sales86 k PLN – net income

• Export to: Germany, Czech Rep., Slovak Rep., Baltic States, Russia, USA

ROMANO MAZZANTE

• High quality leather shoes for men

• hand sews

• Regarded as exclusive FOREIGN brand

• Italian patterns and materials

• sells via regional distributors, no own retail

outlets

• 3 collections per year 70 models each

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GREGOR

• Established in 1983

• since 1999 – public listed company,

capital 2 m PLN

• financial outcomes in 2003 (for a Group):13 m PLN - turnover2 m PLN – income from sales33,000 PLN – net income

• produces – 200,000 pairs yearly

GREGOR

• Sells via known retail outlets (mostly ZEBRA)

• 80% of the production for domestic market

• Exports to: EU, former CIS countries

• Men shoes – mostly visit and winter type

• Natural leather

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ESCOTT

• Established in 1995, on the base of state owned shoes factory

• Capital 0.5 m PLN

• Employment: 200 – 250 people

• Able to produce – 1000 pairs per day

• financial outcomes in 2003 (for a Group):19 m PLN - turnover-0.7 m PLN – loss on sales-4 m PLN – net loss

ESCOTT

• Sells via 13 associated wholesalers and otherretail outlets throughout Poland

• Export to: Russia and CIS countries, Germany, Czech Rep., Slovak Rep., Denmark, Canada, Australia

• Leather shoes for men and young people

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KACPER• Established in 1997

• employment: 108 people

• production: 200,000 pairs per year

• Sells via ca. 400 outlets

• Export to: Lithuania, Czech Re., Slovak Rep., Romania, Ukraine, Belarus, Azerbejd an (exports amounts to 40% of all sales)

• Leather shoes for men and young people

• Trendy and good quality